Trending Sources

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

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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.

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.

[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.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. and prospects. B2B Marketing.

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.

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? Today I’ll go through three ways you can get to know your prospects in 2016. What Is A Prospect? 3 Ways To Get To Know Your Prospects With Segmenting.

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: #1 Believe it Works!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike is unashamedly passionate AND practical about prospecting. So, what is prospecting , exactly?

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. and prospects. B2B Marketing.

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.

Social media employee advocacy is the heartbeat of your company

Biznology

Employee advocacy is the heartbeat of your company. Does a company even have a heartbeat? For too many companies, their goal is to keep employees happy enough to keep that money flowing in. But that’s not your company.

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.

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 […].

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. and prospects. B2B Marketing.

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.

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.

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.

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Once you have these details, prospecting can begin.

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.

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.

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.

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.

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?

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.

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?

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.

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.

Marketing Performance Benchmarks for Software/SaaS Companies

bizible

Today, for marketers at Software/SaaS companies, we compiled some key statistics from both reports, creating a one-stop shop of critical insights for two important digital marketing channels. This is especially true for companies that are using ABM strategies.

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.”

Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs

Biznology

They don’t want to waste time and money like the companies that Straight North recently evaluated. They are playing a numbers game, pushing out sales messages on LinkedIn to as many prospects as they can hoping that something will stick and that people will say yes to a demo or sales call.

How NOT To Write a Prospecting Email, Part V

Fathom

In my line of work, I get a decent amount of cold prospecting emails. warm) in your sales and marketing, cold prospecting is decidedly un -dead. ‘Louisa’ prospecting email: An instant classic for my archives of outbound failures. “What’s in a name?

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. For instance, Hoffeld owns a sales training company. Why You and Your Company? Preempt these objections and you'll sell more. Is your sales team meeting its quota?

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.

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).

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.

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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. The company is adding integration with post card mailers.