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?

Best Practices for Prospecting with Video

Vidyard

Personal video messages are a great way to stand out and to boost response rates when prospecting new customers. One of our reps was selling to a shoe company and they genuinely held up one of that company’s shoes on camera. So let’s say I’m prospecting GE.

Trending Sources

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.

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.

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.

The Epidemic in B2B Sales Prospecting

Marketing Insider Group

This condition is especially evident in companies that are engaged in a complex or solution sale. I and others use “value sale” Even companies with a traditional, product selling model are not immune. Many years ago I observed PTC, a company near me, have this experience. (At

The epidemic in B2B sales prospecting

Avitage

This condition is especially evident in companies that are engaged in a complex or solution sale. I and others use “value sale” Even companies with a traditional, product selling model are not immune. Companies that experience stalled revenue growth may attempt to shift from traditional product selling, to a more consultative and comprehensive solutions or platform approach. Many years ago I observed PTC, a company near me, have this experience. (At

The Greatest Prospecting Campaign I’ve Ever Run

Vidyard

No … this isn’t a Quentin Tarantino movie (though that sounds kind of awesome), this is the story behind the greatest prospecting campaign I’ve ever run. Let’s get to the meat of why you’re here: to read about why my prospecting campaign at Dyn was the best I’ve ever run.

5 Personalized Prospecting Ideas You Can Use Today

Vidyard

And since I’d bet that every one of your prospects and their dog is bombarded with sales messaging each day, you need a way to stand out. Use a whiteboard with the prospect’s name on it or some other way to personalize the video’s visuals so the thumbnail is personal, too.

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 […].

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.

4 Tips to Power up Prospecting in 2015: #2 Commit to It!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.

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

Act-On

In fact, companies who use segmentation say it increases conversion rates by up to 30%. Here are five easy steps to sending targeted email messages that your prospects will actually want to read: Step One: Truly Understand Your Audience.

10 Creative Ways to Improve Prospecting and Sales Emails with Video

Vidyard

Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. Because, if your sales team can’t stand out in the inbox, grab attention, and ignite a response from their prospects or accounts, how are they going to close a deal?

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.

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.

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. We also clarified that users can extract company-level profiles including attributes (industry, revenue, etc.) 6Sense uses this to build company and individual-level predictive models.

12 Noteworthy Examples of B2B Companies on Instagram

KoMarketing Associates

So, what does this mean for B2B companies? This is the key element I am referring to: Instagram allows companies to tell their story without any interruption. Why It’s Noteworthy: Hootsuite’s Instagram exposes their followers to the company culture and core values.

Should businesses use LinkedIn groups or Slack for prospecting? Part 2

Biznology

What I see happening is technology companies following Buffer’s lead to build exclusive Slack communities for their users or fans. Slack communities is also a great way for companies looking to hire future employees to find good talent.

Engage Prospects with Video Backed by Marketing Automation

Modern Marketing

The big picture is that marketers are simply trying to have effective 1:1 conversations with prospects and customers. This means marketers are looking to approach the right person, at the right time, with the right information - without ever meeting the prospect or customer in-person.

Should businesses use LinkedIn groups or Slack for prospecting? Part 1

Biznology

And, here’s the opportunity for savvy companies willing to experiment with alternate ways to connect with professionals. According to Slack, 77 of the Fortune 100 companies now use Slack. The post Should businesses use LinkedIn groups or Slack for prospecting?

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. Companies risk missing revenue growth targets when sellers are ineffective or inefficient at getting target accounts to engage. 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.

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?”. We help companies find their passion and purpose.”. “We We have the solution your company is looking for.”. It’s all about connecting prospects to the right value.

B2B prospecting data just keeps getting better

Biznology

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title. In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Company: A large, well-known insurance carrier. In Treatment A, the focus was on building trust by mentioning the size of the company as the fifth largest carrier. Test phone calls to learn more about your prospects. Value Proposition: What motivates prospects to buy from you?

Druva Chooses Infer to Predict Highest Potential Prospects

Infer

Like many of our customers, Druva has grown rapidly in recent years and needed a better way to evaluate and prioritize good prospects for personalized follow up. We’re always happy to welcome another customer to the Infer family.

How to Increase Open Rates and Better Engage Prospects

Vidyard

Wouldn’t it be nice if we could all instantly increase our effectiveness at engaging sales prospects or even better, our dream customers? 5 Ways to Increase Open Rates and Better Engage Prospects . Even better, this subject line was very personalized, referencing that specific prospect’s alma mater and football team. Look for any recent news about your prospect or their company. Was your prospect recently promoted? Did the company launch a new product?

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. Self-identifying keywords used on the company website (ALC). Company SWOT analysis (OneSource).

Top Ways to Attract Prospects

LEADership

Using multiple, siloed data sources makes it difficult to really get a clear view of a customer, which can stop a company from really offering consistently relevant customer experiences. No one wants their company to be associated with an embarrassing gaffe on social media.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

I sent out an email to the company describing what I was doing. 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.

How high volume sales prospecting company, SalesFlow works with clients to accelerate growth

Leadfeeder

Answer: We work with companies that want to accelerate sales growth. We work with many different industries and it really comes down to if they have a market with a large enough number of prospects to substantiate an outsourced sales team. We’ve been lucky to work with some really cool companies, like Bounce Exchange and Single Platform. [3:34-4:28] Why do you stay away from certain types of companies?”

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.

How Your SMB Company Can Adopt ABM Tactics

Act-On

We keep hearing that ABM is recommended for mid-sized companies and above, or rising brands with high lead volume. You just need to be laser-focused on accounts that matter to your company. In typical lead gen fashion, often we get hung up on net-new prospects being our targets.

SMB 89

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. No one cares what you think about your company, product or service.

An All Too Typical Sales Prospecting Phone Message

Avitage

I’m always looking for insights, especially about how companies are thinking about content to support their many use cases. I get many sales prospecting calls, but usually for products or services I could care less about. I attended a lead nurturing webinar recently.

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

ViewPoint

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales 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?

Marketing Services for Technology Companies

KEO Marketing

While many of today’s tech companies have amazing technology products and services, some are not quite sure how to market their solutions effectively. So what do tech companies need to know about SEO?

10 Ways CMOs Can Help Grow Their Companies

Modern Marketing

And, while some growth has happened for your company, you might be feeling like you’ve hit a plateau and could use some new marketing strategies that will stimulate further business. Spend more time on direct customer and prospect interaction.

Help 95

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.”