Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. Reason for Calling.

How to Conduct Effective Sales Cold Calls with ZoomInfo Insights

Zoominfo

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. Always. Closing.

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Cold Calling vs. Warm Calling: Is Cold Calling Dead?

Zoominfo

You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” It’s a phrase that’s likely to elicit a negative response, whether you’re in the business world or an average citizen who has received one too many unsolicited calls. Though just about everyone knows of cold calling as a concept, it has been given several different definitions and interpretations as a sales practice. What is cold calling?

6 Cold Calling Tips to Make a Great First Impression

Convert

Cold calling. It takes a while for sales reps to get used to being hung up on, or their best efforts being met with rude responses. But every so often, cold calling strikes gold. So what can you do to master the art of a great first impression during cold calls?

Beat the Dead Horse or Cold Call

Marketo

by Fergus Gloster Repeated pipeline reviews are often a source of great stress between sales managers and sales people. What cover does the sales person have to meet their quota? What are the next steps in the sales process? Invariably most sales people, who are under pressure to deliver, will try to concentrate the discussion on marketing’s contribution to inbound leads. B2B Sales

11 Tips to Get the Meeting and Not get Stood Up

DiscoverOrg

As a Sales Development Representative (SDR), the scenario above is a core facet of my job and it’s imperative that I find strategies to decrease the absenteeism rate for the meetings I set. For me, these meeting usually consist of demos, ran by our account executives (AE), or discovery calls to determine the fit level of leads coming in from our inbound channels and marketing team. You’re calling to help the client (and this applies to both internal and external clients).

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. And so we were trained to seek out a direct number for every prospect on our call list. So we went from a sales team of 15 people in a call boutique to 45 people – more of an inside sales body shop. Read it: How to Scale Up Your Outbound Sales Team.

B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

Why is Sales Intelligence Becoming So Critical for Professional Experience?

Sales Intelligence View

There is little to no doubt that as sales intelligence continues to emerge in the industry, it will become a crucial component in your job resume. As companies continue to sense the empowerment sales intelligence brings to their sales teams, experience with such platforms are beginning to become a standard for incoming sales professionals. However, sales intelligence platforms brings real-time “people” information. Sales 2.0

The Pre-Call Research Checklist

Sales Intelligence View

A defined sales strategy and a solid pre-call research process will make the difference being winning and losing a sale. According to Kelley Roberson at The Robertson Group, the idea behind effective pre-call research isn’t in spending, “hours scouring the Internet or news services.” A study by UNC’s Kenan-Flagler School of Business found that 92% of B2B prospects won’t even schedule a meeting from a sales representative that simply cold-calls or emails them.

2020 State of B2B Content Consumption And Demand [Marketing Report]

Marketing Insider Group

Creating a report that has real meaning for B2B marketers is challenging. With this unparalleled first-party data, we’re proud to announce The 2020 State of B2B Content Consumption and Demand Report. Considering the length of B2B sales cycles, this is a crucial question in B2B.

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The Ultimate Guide to Hiring the Best B2B Sales Reps

Zoominfo

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. Successful sales professionals are often very perceptive. A good sales rep is self-motivated.

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6 Ways to Improve Your B2B Sales Prospecting

Zoominfo

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. So, whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of B2B sales prospecting. What is B2B Sales Prospecting?

7 Important Sales Skills All B2B Recruiters Need

Zoominfo

As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. In fact, research has shown recruiters with superior sales skills are consistently top performers in their field. Continue reading to learn the seven sales skills every recruiter must have. Important Sales Skill: Listening. Important Sales Skill: Relationship Building. Important Sales Skill: Strong Communication. B2B Growth

What Is B2B Event Marketing and Why You Should Still Consider it in 2021

Oktopost

B2B event marketing has been proven to be as good as gold for this goal. . Not just that, it’s also a time-tested and versatile strategy for reducing sales cycles and expediting pipeline generation. Given that, in this post, we’ll talk about: What B2B event marketing is.

B2B Lead Generation Blog: White Papers and Lead Generation, Key for BtoB Marketers

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

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Top Advantages of B2B Marketing Plan

Only B2B

The advantages of B2B marketing plan are in plenty today. If you want to grow your business you need to have strategic B2B marketing plans. Here are seven advantages of B2B marketing: It keeps Your Marketing Efforts Positioned with Corporate Objectives and Goals.

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B2B Lead Generation Blog: Customer Referrals and Your Sales and Marketing Department

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

Five tricks for increasing B2B Sales velocity, from Katie Lang, VP of Mid-Market Sales

Engagio

It comes as no surprise to anyone in Sales that there’s been a dip in the meetings we can generate when we use the same old tactics quarter after quarter. My tips for Sales teams. Go beyond the sale.

B2B Lead Generation Blog: Teleseminar on Selling to BIG Companies with Jill Konrath

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

The Sales Prospecting Strategy Guide

Zoominfo

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

The Top 10 B2B Digital Marketing Strategies for 2020

Webbiquity

The past two decades have brought disruptive technological change and radically reshaped B2B marketing practices. Traditional B2B marketing strategies relied heavily on direct and outbound methods. Cold calls, trade shows, direct mail, and print ads were the primary forms of marketing. The expanded range of marketing platforms and pace of change require B2B companies to continually re-examine their strategies. Upgrade to a High-Performance B2B Website.

Sales Reporting: A Guide to Creating Useful Sales Reports

Zoominfo

Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability.

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B2B Social Media - What to Look For Before You Leap

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer When properly implemented, social media can help B2B companies develop early-stage prospect relationships, nurture leads, speed up the sales cycle and deepen customer relationships. And not just for business to consumer sales -- social media is playing a larger role in the B2B decision-making process for high-cost, long sales cycle purchases that involve many stakeholders.

7 Exclusive High Quality B2B Lead Generation Tactics

Only B2B

The ‘lead generation’ is an ever intriguing topic to all the B2B players. We know the market and sales team always chase the leads to bolster the business. 2 ‘Pick A Bone’ – It Will Boost B2B Lead Generation. B2B, B2C or DTC all needs to personalize their lead generation process.

What is B2B Appointment Setting?

Belkins

While those who have been working in the B2B area for a long time are well aware of this term, beginners and newcomers have a lot of learning to do. “It’s the process of taking a call with a prospect and convincing them to book a meeting…is it not?”

Will Outside Sales Recover When the Pandemic Ends?

Zoominfo

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. What is Outside Sales? The drop in Outside Sales opportunities.

The Ultimate B2B Lead Generation Buying Guide

Unbound B2B

higher achievement in sales quotas. While business owners know this for a fact, and indeed up to 85% of b2b marketers maintaining that lead generation is a key priority , they also know that lead generation is not an easy process. In fact, majority of businesses have trouble finding new sales leads. This article serves as a guide for b2b lead generation buying. Small sales accounts. Even within b2b, the lead generation process is nuanced. Introduction.

Marketing to the B2B Millennial: 6 Things to Remember

KoMarketing Associates

While some of these may be true (I’m guilty: I recently got a millennial friend a selfie stick as a gift), this generation is much more complicated than it may seem on the surface and B2B marketers need to start taking them seriously, today. So, what do B2B marketers need to remember when informing and engaging this dynamic generation? When marketing to Millennials, B2B marketers need to ensure they display their willingness to collaborate and make themselves available when needed.

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The Difference Between Point-In-Time Data and Live Data

Zoominfo

This issue stems from how data is collected — by using call centers instead of indexing websites and using A.I. Conversely, point-in-time data leaves sales and marketing professionals with inaccurate data, causing issues with go-to-market strategies and individual prospect outreach.

Report: Why Demand Marketers Should Expand their Focus Beyond the Lead

The Point

B2B marketing has seen a dramatic change in the last decade, driven by radical advances in marketing technology and the emergence of new channels. Cold-calling is dead. to reflect what they say is the reality of the B2B marketplace and how modern purchase decisions get made.

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5 Of The Fastest Ways To Improve Your B2B Marketing

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Are you a B2B marketer who needs to make big improvements fast and are overwhelmed at all the options? If you are a modern B2B marketer, it’s hard not to feel that way. Based on a Corporate Executive Board study , B2B buyers are at least 57% through their buyer journey before they first contact the seller. and focus on these five areas of B2B marketing for fast results : 1.

What B2C Strategies Can You Use in B2B Marketing?

KoMarketing Associates

Some marketers think there is a big difference between B2C (business to consumer) and B2B (business to business) marketing, but the fact is, there are facets of both that have similar qualities. Because of this, B2B marketers can employ many “traditional” B2C strategies of marketing into their own campaigns. However, some of the challenges specific to B2B can be tackled with some of the most successful ways that B2C companies reach their audience. Seasonal Sales.

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Sales Pipeline Management: 4 Ways to Close Deals Faster

Zoominfo

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. B2B Sales

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Focus on Content in B2B Marketing

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Focus on Content in B2B Marketing by Achinta Mitra on April 26, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Strategies , Social Media Marketing Lately all the talk in B2B marketing has centered on social media. Paul Dunay in his blog post, “4 C’s of B2B Marketing” has defined this very nicely.

How ZoomInfo’s Dynamic Duo Thrived in Their SDR AE Relationship

Zoominfo

Sales development representatives (SDRs) spend their days scoring meetings with promising leads so that account executives (AEs) can close some sweet deals with them. Our dynamic sales duo here at ZoomInfo not only crushes the sales cycle, but they have their own fun.

6 Ways Breaking Sales Call Rules Leads to More Sales Success

Zoominfo

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year.

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