Sales Prospecting Techniques for 2021

Heinz Marketing

When was the last time you read a sales prospecting email? On occasion, when a prospecting email catches my eye, it’s because the sender personalized it. Personalizing your sales prospecting touchpoints. Intent tools for sales prospecting.

The Impact of Peer Engagement on The Customer Buying Journey

Measure Up Marketing

This trend has certainly added more twists and turns to the buying process. 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations influence more than 90% of all B2B buying decisions. ?

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Seven Ways B2B Tech Buying Behavior is Changing [Research]


The way B2B technology buyers conduct research make buying decisions is changing. Those are just a few of the findings from B2B Buying Disconnect: Forecasting Radical Changes in Tech Buying Behavior just published by software rating site TrustRadius.

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Buying Journeys vs Prospect Experience: Why the Difference is Critical

Heinz Marketing

So whether we’re talking about your new house or new marketing platform, the buying journey is just a fraction of the overall prospect experience. And yet, the majority of selling organizations treat every prospect as if they’re in some stage of the buying journey. Even treating prospect as if they’re at the top of the funnel may, in the prospective buyer’s mind, feel aggressive, too fast and/or too pushy.

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Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

B2B Reads: Career Paths, Blog Fails, and Prospecting Mistakes

Heinz Marketing

How to Predict and Analyze Your Customers’ Buying Patterns. Buyers don’t think the same way that marketers and salespeople do, so it’s important to understand your customers’ buying patterns. 10 Prospecting Mistakes Salespeople Still Make.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation

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? In the business world, it isn’t that easy as most of the time the prospect’s motivation often ends at simply purchasing a product or service. But motivation is arguably the strongest reason people buy something.

The 6 Scientific Reasons Prospects Are Not Buying From You

The Forward Observer

There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions. In The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal David Hoffeld draws on over 400 scientific studies that show how the human brain makes buying decisions.

The 6 Scientific Reasons Prospects Are Not Buying From You

The Forward Observer

There are six reasons why prospects don't buy from you, but just one is enough to kill a sale. A big part of that is because the way most people sell is not aligned with how their customers make buying decisions. In The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal David Hoffeld draws on over 400 scientific studies that show how the human brain makes buying decisions.

Prospecting data accuracy


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%. Harte Hanks has since sold its prospecting data business.).

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service.

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 […].

Is Your Website Making Your Prospects Hate You?


Yes, I understand that you want to do all you can to move me along my buying journey, but it’s worth remembering that my buying journey may not map precisely to your sales process. The post Is Your Website Making Your Prospects Hate You?

How to Recognize and Respond to Buying Signals (and Close More Deals!)


You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. How to spot buying signals.

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Programmatic Ad Buying: What Does It Mean for B2B Marketers?

The Point

You could make the case, as I will, that of all the new technologies to enter the marketing technology landscape of late, the two with the potential to have the biggest short-term impact for B2B marketers are Predictive Analytics and Programmatic Ad Buying. Both leverage the power of Big Data, and both offer the ability to dramatically change the way that B2B marketers target, segment, and engage with prospective buyers. What do people mean by “programmatic ad buying”? (AF)

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The 7 Keys to Creating Successful B2B Marketing Copy

Speaker: Robert Bly, Independent Copywriter and Consultant

Marketers may use the same copy for their B2B and B2C clientele, but these customers should never be treated the same. In this webinar, you will get a clear overview of the 7 key differences between B2B and B2C, so your marketing is more relevant and engaging to business buyers. Join Robert Bly, independent copywriter and consultant, who will walk you through key details of your marketing copy strategy that will make a real difference to your buyers.

Your Prospects Don’t Care About You


Creating digital marketing success means addressing what your prospects do care about: what you can do for them. . Your prospects don’t care about you. The problem your prospect needs to solve The benefits they’ll experience working with you. In the end, what makes your prospects care about you is your willingness to educate them and your focus on their needs. The post Your Prospects Don’t Care About You appeared first on Biznology.

Crafting content for the buying cycle


Which is good, because not all prospects are interested in the same things. The different prospects I’m encouraging you to focus on are really the same prospect at different stages of his or her buying journey. The stages will vary depending on the prospect’s own internal process and to some extent on your industry. It can be an expensive and low-probability task to help a prospect understand that he has a problem and should be looking for a solution.

Exciting new tools for B2B prospecting


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. New ways to find prospects continue to come on the scene—it seems like daily. The post Exciting new tools for B2B prospecting appeared first on Biznology.

How Marketing Can Prime a Prospect for Sales


Marketers never intend to waste their sales team’s time, but without a conscious effort to source, qualify, and nurture potential buyers, marketers can’t know whether a prospect will buy or flake. Multiple studies have shown that sales reps struggle with prospecting even more than closing or qualifying. Use these five best practices to prime prospects for productive conversations with salespeople: 1. Nothing irritates salespeople like unqualified leads.

Stream On or Tune Out: Personalize Your Buyer Journey so Audiences Click Next

Speaker: Randy Frisch, Co-Founder, CMO and President, Uberflip

The way we engage with technology has changed—from the way we watch TV (Netflix), to the way we consume music (Spotify), to the way we exercise (Peloton). We have tuned out on old one-dimensional experiences. Your buyer expects each stage of the journey to be curated so they can stream away! Join Randy as he presents an actionable framework for creating experiences that will engage your buyers to stream through more of your content so they don’t tune out.

The Importance of Personalization in the B2B Buying Journey


It’s crucial to acknowledge, respect, and adjust to these types of variations for prospective customers. To be competitive and elevate your brand above the crowd, today’s marketer needs to have the tools and business intelligence to be able to adapt to each prospect individually. Real-time personalization helps you understand each of your prospects at the individual and the account level so you can provide them with the most relevant content to help guide them along their journey.

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Know When Prospects Are Ready to Buy

Sales Intelligence View

You need to understand what triggers your customers to buy from you so that you can more effectively reach prospects when they hit those triggers and get more people to buy from you. Similarly, trigger events in sales get customers to buy products. Customers tend to be resistant to change; if there is no compelling reason to buy a product they haven’t bought before, they won’t do it.

The new B2B buying landscape

Champion Communications

The B2B buying journey has always been a marathon, rather than a sprint, but the demands of the modern B2B buyer have made gaining access to buyers increasingly difficult. The result: your prospects and buyers connecting with you. . .

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What You Get When You Buy Technology


“Nobody ever got fired for buying IBM.”. As Corporate Visions notes , “In the 1980s, if you had to decide what computer hardware to buy for your company, these words rang through your head. It made your buying decision pretty easy. Another factor has to do with who makes the buying decision. This one’s simple: buy the right stuff to begin with. How to buy marketing technology.

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Three Simple Ways To Increase ROI From Your Current Sales Process Immediately!

Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC

The average B2B sales cycle can take anywhere from 3 to 9 months to close, depending on the complexity of the product or service being sold. How in the world are you supposed to survive as a seller? How can any company truly thrive? It seems impossible. but is it? Join Donald Kelly, The Sales Evangelist, Founder and CEO of The Sales Evangelist Sales Training Firm, as he shares how B2B sellers can shorten their sales cycle, generate more revenue, and get more ROI from their current sales process.

Business Buying Process: How Prospects Choose a Vendor


Have you ever wondered what makes your prospects choose a certain vendor? You can offer top quality products and services and provide god-tier customer services across the United States, but 75% of your prospective buyers in Michigan will still choose a small-sized company in Lansing over you. Your prospects like to be in control. According to an Influitive study, referrals motivate 84% of B2B buyers to make a buying decision.

Understanding the B2B Buying Disconnect


Part of customer-centricity involves truly connecting with prospects before they become customers. The 2018 B2B Buying Disconnect Report highlights the difference between how B2B technology buyers and vendors view the purchase process. How Vendors Can Address the B2B Buying Disconnect: Transparency & Resources. Survey participant in the B2B Buying Disconnect Report. These small steps should help you, the B2B vendor, overcome the 2018 buying disconnect.

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B2B Customers Consult About Five Information Sources During Buying Journey

KoMarketing Associates

As marketers strive to deliver content that best suits their customers’ needs, new research indicates that B2B customers still prefer to consult a wide array of assets during the buying process. According to the “2018 B2B Buying Disconnect” report from TrustRadius, B2B buyers consult 4.9 different information sources on average during the buying journey. The majority of customers (80 percent) said they prefer to be contacted via email during the buying process.

The Ultimate B2B Lead Generation Buying Guide

Unbound B2B

This article serves as a guide for b2b lead generation buying. Here are 5 signs that your sales-lead pipeline needs a makeover: You don’t have any new prospects lined up. Between closing deals and nurturing leads already in the funnel, prospecting for new clients can sometimes take a backseat. Prospecting is an area that is easy to put off, especially because it takes time and doesn’t yield immediate results. Lead generation B2B Lead Generation Buying Guide

List Buying: 6 tips for buying the most effective lead list

B2B Lead Generation

Tweet Editor’s Note: Buy, build or both? In this final blog post in the series (check out the previous posts here: “ List Buying: 3 reasons why this tactic can be deadly for marketers ” and “ Buy, Build or Both Part 2: The basics of list building ,” Brian Carroll provides tips for effective list buying if you choose to go that route. Psychographics such as values, culture, and internal and external issues that influence their buying decisions.

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Matching Webinar Content to the Buying Cycle


As prospects increasingly self-educate through the buying cycle, webinars have become a primary source of information that buyers turn to before making a purchase decision. To be most effective, your webinar content must be tailored to the specific objectives of each stage of the buying cycle. Marketers’ primary goal is to progress prospects and opportunities from one stage of the buying process to the next.

Analyze your target’s buying process, for greater marketing efficiency


B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it. Here’s a typical B2B large enterprise buying process, broken down into its logical stages. But you may find that the buying process will vary by segment, so you may need more than one.

Defining Late-Stage Prospects


When you talk about prospects who are in the later stages of the buying journey, what does that mean? How do you identify where a prospect is in the buying/decision journey? And sales teams are typically hesitant to get marketing involved with promising prospects for fear that marketing will only hinder the cause. These are questions that every sales professional will define a little differently. And marketing might have another definition yet again.

The Real Cost of List-Building: Buy or Build Your Own?


According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. It’s not just about targeting accounts, it’s about targeting the best-fit accounts with a high propensity to buy now.

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Flipping the Script on Disruptive Sales Prospecting

Aberdeen HCM Essentials

Sales prospecting has become something of a running joke in the business community. Does this mean that salespeople should just pack things up and stop prospecting? But we do need to give sales the data necessary to flip the script on disruptive prospecting techniques. The Problem of Irrelevance in Sales Prospecting. The problem with traditional sales prospecting can be summed up with just one word—irrelevance. Modernizing Sales Prospecting with Intent Data.

How to Use Email Automation to Nurture Prospects


So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger.