How to find your best B2B prospects

Biznology

Lead generation is a major preoccupation of the typical B2B marketing department. Indeed, most B2B marketers report that leads—with an emphasis on quality leads—are their primary goal. So, let’s review the top prospecting tools and techniques that are working for B2B marketers today.

Scoping Qualified Prospects for B2B Lead Generation: Shotgun or Laser?

ViewPoint

Alternatively, starting with highly targeted prospect lists, laser-focused outbound marketing campaigns provide sharp-shooter sales teams with fully qualified leads. These efforts allow sales professionals to concentrate on closing highly qualified leads versus prospecting through responses.

[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.

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.

The Sales Enablement Handbook

The sales cycle encompasses all the steps in the sales journey, from prospecting all. the B2B world, the sales cycle can be a long drawn out process - making b2b sales. with prospects, once it has been provided to them. The Sales Enablement.

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.

Exciting new tools for B2B prospecting

Biznology

New ways to find prospects continue to come on the scene—it seems like daily. One big new development is the trend away from static name/address lists, to dynamic sourcing of prospect names complete with valuable indicators of buying readiness culled from their actual behavior online.

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.

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Always Be Connecting: 5 Personalities to Prospect

DiscoverOrg

However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust. Just take a breath, KYP (Know Your Prospect), and try to find some common ground.

B2B Reads: Prospecting Secrets, Contests, and Red Bull

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. 7 Prospecting Secrets You Need to Know. Some secrets you make have overlooked when it comes to prospecting. How to Build a B2B Content Library: A Beginner’s Guide. Some guidelines for beginners when it comes to building a great B2B content library.

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

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” […].

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

How to Get Your B2B Prospects to Buy Faster

Fusion Marketing Partners

B2B Prospects Content Marketing Content marketingLots of sales reps and marketers are crossing their fingers hoping for a strong end to the quarter. They have […].

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. While new prospects are identified only at the company level, 6Sense can add contact names from those companies using standard sources.

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.

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

ViewPoint

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. This link takes you to a paper that presents the hard numbers that show that whatever you call it—tele-prospecting, business development, inside sales or something else—outsourcing is your better bet. B2B Telemarketing

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B2B Reads: Prospecting Email Makeovers and the Myth of What’s Working in B2B

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. 7 Ways to Give Your Prospecting Emails a Makeover. What Not to Do in B2B Sales — 7 Signs You’re About to Kill the Deal. The Myth of “What’s Working” in B2B Marketing. Complex B2B sales is ever more complex. The non-linear world of B2B buying.

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.

4 Cold-Call Lines That Don’t Creep Out Your Prospect

DiscoverOrg

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name.

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.

B2B Blogs Your Prospects and Clients Hate to Read

BOP Design

As you build out the editorial calendar for your B2B blogging and content marketing strategy , it’s important to understand who your target audience is and what they want to read. The goal of blogging as part of a B2B content marketing strategy is to provide value.

Beating Your Prospect’s Defense [Infographic]

Zoominfo

In sales the other team your prospect and their defensive line is an objection to your sales pitch. The Sales Rep’s Guide to Beating a Prospect’s Defense. Check out some of our other infographics: A B2B Marketing Thanksgiving [Infographic]. A B2B Sales Thanksgiving [Infographic].

5 Ways to Instantly Improve Your Sales Prospecting Results

Modern B2B Marketing

Prospecting is difficult. In fact, one study revealed that 40% of salespeople said prospecting is the most challenging part of the sales process. Many sellers don’t have the right mindset around prospecting. Prospecting doesn’t have to be the most challenging part of your job.

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.

Demand-gen or ABM: How to Use Metrics to Determine Where Your Prospects Go

bizible

Two marketing approaches that are battling for B2B marketers’ precious marketing dollars. After all, 87% of B2B marketers have agreed ABM delivers a higher ROI than other marketing activities. The Double Funnel for B2B Marketers.

Top Trends in B2B Marketing

Biznology

Our latest webinar interview is about B2B marketing with expert Ruth Stevens. Ruth gave tips on what to do about recent changes in B2B buying behavior. This free 30-minute Biznology® discussion will bring you up to date in what’s new and exciting in B2B marketing today.

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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. Informing Is Not Selling Your content should solve your prospects problems, not deliver a sales pitch.

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.

What is a Lead? What is a Prospect?

Reachforce

Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. From company to company, even within the same company in different departments, prospects and leads are constantly defined differently. So what about prospect?

B2B Reads: Surprising Prospects and Sales Rules Begging to be Broken

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Unexpectedly Connected: 7 Steps to Surprising Prospects. A look at the warmer world of prospecting now that cold calling is dead. The post B2B Reads: Surprising Prospects and Sales Rules Begging to be Broken appeared first on Heinz Marketing.

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects

Radius

Once upon a time, marketers got their prospects the low-tech way, buying quickly outdated lists, running expensive, scattershot campaigns, and sending generic messaging to prospects who could have been won with thoughtful personalization.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg

See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! IT Marketing Strategies IT Sales Strategies Sales Development Trade Show Prospecting B2B B2B Insights B2B Sales B2B Sales Insights Decision Makers Good Data Good leads Henry Schuck lead dataTrade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center?

V12 Launchpad Combines Prospect Database with Outbound Campaigns

Customer Experience Matrix

Since then, the company has added tools to help marketers make better use of this data, culminating in 2012 with Launchpad, which combined email and postal prospect lists, delivery services, display ads, and response analysis.

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects

Radius

Once upon a time, marketers got their prospects the low-tech way, buying quickly outdated lists, running expensive, scattershot campaigns, and sending generic messaging to prospects who could have been won with thoughtful personalization.

Get in your prospect’s comfort zone: The right offer at the right time

Sales Lead Insights

Same thing goes for B2B marketing. The post Get in your prospect’s comfort zone: The right offer at the right time appeared first on Sales Lead Insights. “Will you marry me?” ” This offer will get you a chilly reception from someone you’ve just met. You’d sound half-crazy popping the question unless you nurture the relationship at the right pace and offer what the other person is looking for. Sure, a salesperson can get lucky with an […].

Trade Show Marketing: Tips for increasing prospect engagement

B2B Lead Generation

Tweet It’s easy to get ahead of ourselves trying to promote products and services before we’ve given the prospect a reason why they should learn more, and trade events can exacerbate the issue. Optimize Data for Your Prospect Outreach.

B2B Blog Post Round-Up: Content, Prospect Expectations & More

Zoominfo

Welcome to our seventh installment in our series of B2B blog post round-ups. This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more. 2. How to Set Prospect Expectations During the Sales Process.

The B2B marketing ironies of our time

Biznology

I’ve been noticing some ironies in the world of B2B marketing lately; you know what I mean. The result: you get higher quality prospects, with higher conversion rates and at lower cost than traditional outbound marketing.