Cold Calling Guidelines for Practical and Actionable Prospecting


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


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?


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


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?

The Complete Guide to the Sales Cycle and its Stages


Sales Cycle: Definition, Stages, and Importance. A well-established sales cycle is the cornerstone of a successful sales practice. For sales reps, it provides a strong framework for next steps, lead prioritization, and a more cohesive deal-closing process.


How To Generate Sales Leads Without Cold Calling?

Only B2B

For people working in sales, especially the ones who are new in the business dread to make cold calls but are required to do so. At the same time, however, a lot of people in sales enjoy the selling process thoroughly. Cold Calling Works, But Not Well Enough.

Beat the Dead Horse or Cold Call


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

RepTrak Increases Contract Value and Cuts Average Sales Cycle With 6sense


Unsurprisingly, the sales team didn’t have much luck converting those leads, and trust in marketing was in the gutter. No Cold Calls. Jawin decided it was time to get sales to start using 6sense too.

5 Highly Effective Modern Sales Techniques


Sales techniques that have been tried and proven before can help you succeed. These methods are well-known for a reason; they have proven effective for many sales professionals, and they can provide the same results for you. Avoiding Cold Outreach. Creating a Sales Sequence.

11 Tips to Get the Meeting and Not get Stood Up


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). unveils industry-first cold calling dashboard powered by Conversation Intelligence

ClickZ, a leading Conversation Intelligence Platform for high-growth sales teams, announced the launch of Cold Call Central during Dreamforce and OpsStars 2019. Cold Call Central uses artificial intelligence to provide Sales and Sales Development leaders insights into cold calls to drive “booked” meetings and top-of-funnel results. Cold Call Central Conversation Intelligence Platform digital marketing Martech product launch SDR

5 #Secrets to #B2BSales Success That All Top Performers Know

Sales Intelligence View

Selling is more competitive than ever before so having the right information at the right time – every time – for any sales rep is the key to success. Director of Sales OnDemand at SAP, to learn about five key strategies for maximizing sales effectiveness and accelerating sales cycles in today’s socially connected world. This discussion covers some of the most pressing and trending topics of a sales organization.

5 Questions You Need to Answer Before Getting a Prospect on the Phone

Sales Intelligence View

How far into the sales cycle did they get, and why didn’t the deal close? Use this information to inform your sales strategy; if a prospect has bought from you in the past, they may still have similar needs. Uncovering a connection to a prospect can drastically speed up the sales cycle, and is much more likely to get a prospect to respond to a sales outreach than a cold call or generic email. Sales aren’t usually black and white.

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

Sales and marketing event season just ended. But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. But here’s the good news: In spite of your small size, you have access to resources and data on your target buyers that, just 5 years ago, could be found only in the rolodexes of the most experienced sales reps. sales).

How I Use Video to Build Trust and Accelerate My Sales Cycle


As a salesperson, no matter how long your sales cycle, one of the most important things that you need to build with your buyer is trust. On LinkedIn today, you tend to see a lot of articles being written about spammy sales tactics, cold calling ineffectiveness, outbound sales fails etc. As buyers become more sophisticated and well-researched, maintaining trust throughout your sales funnel is more important than ever. Blog Field Sales Inside Sales

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

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. » Winning the Complex Sales Cycle with Thought leading Content David Meerman Scott shares some great ideas on how to leverage your thought leading content on your website. In the complex sale, we need to continually remind ourselves that companies dont buy - people do.

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.

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

5 Steps the Internet Buyer Goes Through

Sales Intelligence View

Every salesperson who’s been in the business more than a few months understands the sales cycle, but what of the buying cycle? Understanding the phases of the buying process will allow you to make adjustments to your sales pitch so it’s in line with your prospect at any given time during the sales process. A quality marriage between the sales cycle and the buying cycle is the difference between closing some of the time and closing most of the time.

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

B2B Lead Generation

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. « Webinar: A Multimodal approach to Lead Nurturing for Complex Sales | Main | How to Become a Thought Leader and Attract Customers » White Papers and Lead Generation, Key for BtoB Marketers Complex sales cycles make the development of multi-modal marketing strategies critical.

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

B2B Lead Generation

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. I wrote a post called, " Asking for referrals does more than Generate Leads ," based on the Harvard Business Review article, “The One Number You Need to Grow” by Frederick F. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

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

B2B Lead Generation

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. « The halo effect and lead generation | Main | Macs Tasty Recipe for Lead Generation Success » Teleseminar on Selling to BIG Companies with Jill Konrath The biggest challenge most of us with a complex sale face is getting access to executives, especially those in BIG companies.

The Sales Prospecting Strategy Guide


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 Outbound Marketing guide for 2020


Because of that, it’s essential to create a structured sales process, especially when we talk about complex sales. If your company is interested in making business agreements and has a long-term purchase cycle, Outbound Marketing strategies may be a good investment.

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Will Outside Sales Recover When the Pandemic Ends?


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.

Sales Reporting: A Guide to Creating Useful Sales Reports


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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The Ultimate Prospecting Tool for Sales Reps: Your Network


The sales process is a race against numbers and time. . Sales ops is racing to capture sales data in real-time to enable data-driven decision making. And it starts with prospecting, one of the most time-consuming phases of the entire sales cycle. .

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


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.

6 Ways to Improve Your B2B Sales Prospecting


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?

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


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.

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

The Point

Cold-calling is dead. In the years since, the authors of the original model (which SiriusDecisions calls the Demand Waterfall ) have re-engineered its design.

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5 Essential Things All Marketers Should Know about Sales


The relationship between sales and marketing is often marked by friction and misalignment. It’s something you see across companies and industries time and time again: the sales team is constantly asking for more inbound leads, while marketing wants to see more of its influenced deals getting closed. Achieving perfect harmony between two separate teams might not be realistic; however, when both sales and marketing are working together, the result is a well-oiled revenue engine.

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Sales Pipeline Management: 4 Ways to Close Deals Faster


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. What Is a Sales Pipeline?

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6 Ways Breaking Sales Call Rules Leads to More Sales Success


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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Do Extroverts Or Introverts Make Better Sales Leaders?


Both sides of the personality coin offer traits that can be incredibly valuable in the world of sales. Sales for Introverts. While they might not seem like likely candidates, their reserved, reflective natures actually have a lot of value in sales. B2B Sales

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


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.

The Ultimate Guide to Hiring the Best B2B Sales Reps


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. Often, sales objections aren’t always what they seem.

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'Gold Calling' Is Alive and Well


More musings on the premature death knell for outbound sales. One of the biggest and most damaging is that cold calling is dead. One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy. The reality is that cold calling is alive and well. Cold vs. Gold. Call it what you want.

3 Ways To Bring More Inbound Leads Into Your Pipeline


Intent data can help improve engagement across a multitude of areas, including account-based marketing (ABM) ad targeting , lead generation activities, lead scoring, and sales and account management. Adding more inbound leads to strengthen your Sales Pipeline.