The Epidemic in B2B Sales Prospecting

Marketing Insider Group

Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation.

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.

Trending Sources

[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.

The epidemic in B2B sales prospecting

Avitage

Many B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation. The post The epidemic in B2B sales prospecting appeared first on Avitage. Featured Marketing and Sales Strategy Sales Conversations Sales Enablement sales prospecting

#HowIBuy - An In-depth look at the buying process from 12 different perspectives

Key themes discerned about the modern buyer include: • B2B buyers are behaving like consumers – Buyers today have easy access to information and. and, believe it or not, prospecting emails forwarded to me from. 1 N U D G E. A I // T I T L E An In-depth look at. the buying process.

How to simultaneously attract new prospects and retain loyal customers

Biznology

B2B companies tend to focus more resources on attracting new customers than retaining current customers. 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.

B2B prospecting data just keeps getting better

Biznology

The most reliable and scalable approach to finding new B2B customers is outbound communications–whether one is using mail, phone, or email, or using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

For prospecting success, leave your data order till later

Biznology

But when they place an order for prospecting data—whether it’s email, telephone, or postal addresses—marketers often end up with data that isn’t exactly what they had in mind. Get your prospecting campaign ducks in a row before ordering the data.

Order 54

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

Marketing Insider Group

The post B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects appeared first on Marketing Insider Group. Demand Generation B2B B2B Marketing content consumption content consumption gap Content Marketing demand generation lead generation Sales Alignment Sales Funnel

2016’s Most Prospected Companies By State

DiscoverOrg

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? What are a few keys to smarter prospecting?

Weekend Reading: “Predictable Prospecting” by Marylou Tyler

Marketing Insider Group

For the 114th episode of The Marketing Book Podcast, I interviewed Marylou Tyler, co-author of “Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline.” Predictable Prospecting” […].

Marketers Need to Focus on Prospects' Behaviors, Not Demographics

Modern Marketing

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.

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists.

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. Ultimately, we are making inroads with our top prospects using our outbound prospecting process.

Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read

Act-On

Here are five easy steps to sending targeted email messages that your prospects will actually want to read: Step One: Truly Understand Your Audience.

How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople

DiscoverOrg

We’re convinced that prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads, sales, or fill open requisitions. The parallels to prospecting are uncanny. We’re firm believers that prospecting is just like online dating.

5 Techniques For Successful Sales Prospecting

Vidyard

Prospecting is critical to any sales team’s success. Without prospects, the pipeline and sales whither. Here are five techniques a sales team can use to prospect more effectively: 1. Generating inbound leads automatically improves your sales prospecting.

9 Ways To Get More Prospects To Discover Your B2B Blog

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Great blog content alone is not enough to get more readers, links, shares and conversions. In the not-to-distant marketing past, a B2B company’s marketing arsenal included a relatively small number of weapons.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

ViewPoint

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Ninety-Nine Tips for Prospecting SMBs. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

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. Test phone calls to learn more about your prospects.

Use Information Interview Approach for Sales Prospecting Conversations

Avitage

B2B sales organizations with a complex, “platform,” or value sales process face some of their biggest challenges in the initial prospecting stage. In addition to the basic causes — poor, undisciplined prospecting skills and techniques — I see a flawed general approach to prospecting for the value sale model. Sellers bring a product prospecting mindset, approach and conversation to this task.

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 […].

5 Things You Need to Convert B2B Prospects NOW

LEADership

Jamie is among my LinkedIn network of B2B executives who strongly advocates the power of innovation. He has often sent me a comment or a message via LinkedIn about his thoughts and experiences in the world of B2B lead generation. 4 Other Things You Need to Facilitate B2B Conversion.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

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?

Empathy and Marketing: How to Turn Your B2B Prospects Into People

Webbiquity

Brands know they can’t ignore these platforms (which is why 95% of B2B marketers have created corporate social media accounts) and the successful companies have figured out a way to effectively engage and build strong relationships with their customers. Guest post by Brooke Cade.

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

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.

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.

Redefining sales prospecting in an era where no one wants to talk to you

Sales Engine

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. The Internet is crushing a sales rep’s ability to get in front of prospects. Demand More From Today's B2B Marketer.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Customer-centric Marketing: Using metaphors in your B2B strategy [More from the blogs]. 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

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. It’s time to unearth some new opportunities…it’s time to pick up that phone and go prospecting.

Stop Hard Selling, Start Listening to Your Prospects

Leadspace

How many prospects does your sales team close on average? It all comes down to how marketing and sales are communicating with prospective buyers. Instead, embrace the idea that it’s time to listen to your prospects. Two percent? Five percent?

How to Evolve Your Prospect Management in a Predictive World

Modern B2B Marketing

Author: Sean Zinsmeister It used to be that prospect management meant dolling out “ Glengarry Leads ” to add to your Rolodex, keeping a spreadsheet of top prospects, or most recently populating an empty CRM database with leads that seem to “look good.” Lead Management b2b

Six powerful B2B marketing tactics you may be missing

Biznology

There are so many great new techniques in B2B marketing today, it’s hard to keep up. A technique unavailable to consumer marketers, this one’s extremely valuable for B2B. In B2B, it’s about quality, not quantity.

B2B Tricks to Treat New Prospects

MLT Creative

What does that mean for B2B marketers? Crafting some branded, tongue-in-cheek content or images will show prospects you can be fun to do business with, which is particularly helpful if you’re in an industry that might be perceived as boring or a little too buttoned up.

B2B marketing lessons from Michael Brenner

Biznology

I listened to Michael Brenner recently give a keynote talk to B2B marketers at the MeritDirect Coop client conference, and picked up scads of great insights, tips, and strategic wisdom I’d like to share. The post B2B marketing lessons from Michael Brenner appeared first on Biznology.

The 10 most fascinating people in B2B marketing in 2016

Biznology

Here’s my fresh list of ten innovative thinkers and doers in the world—and I mean the wide world—of B2B marketing which, for most companies, involves a global scope. Gary Skidmore founded one of the more effective B2B call center operations in the pre-modern B2B marketing days.

B2B Content Marketing: How To Get Your Prospects To Love You

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B marketers who develop marketing content that is solution-based, properly mapped and more than just text can increase their conversion rates, sales and customer loyalty.

Vidyard Helps Top B2B Sales Teams 3x Customer Engagement with Personalized Prospecting Videos

Vidyard

KITCHENER, Ontario – October 24, 2017 – Vidyard , the new generation video platform for business, is helping leading B2B sales teams connect with more customers and generate more pipeline through the power of personal video messaging. By incorporating personalized videos into their outbound communications, top-performing B2B sales teams are increasing their connect rates by more than 300% and progressing sales deals faster than ever.

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? The window shoppers – These are prospects who are very early in the sales cycle.

Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!

Great B2B Marketing

There are three primary objectives of a marketing campaign: Find qualified prospects (potential buyers). Create desire within these prospects to purchase your product or service. Many B2B and B2C companies do a good job at the first two objectives. They know where to find prospects, or better yet, they help prospects find them, which is the essence of effective inbound (pull) marketing. Customers Marketing Prospect