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. 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. Sellers bring a product prospecting mindset, approach and conversation to this task.

How to simultaneously attract new prospects and retain loyal customers

Biznology

Interview them informally by asking good questions at the right time. Your prospective customers will notice how you treat current customers. When your prospects see how you treat your loyal customers, they are going to want to join your club to get the same VIP treatment.

Trending Sources

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?

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.

To get the best prospecting data, use a broker

Biznology

Here is a seven-step process for finding and working with a data broker who will get you the best data for prospecting campaigns. Take a sample of the data to test, if there’s time and if the universe of potential prospects is large enough.

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.

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

Act-On

Segmentation is nothing more than a very strategic way to apply intelligence you’re probably already gathering, and it results in delivering targeted information that feels more personal to the recipient.

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. It’s important to clarify that 6Sense doesn’t receive individual contact information from its Web site partners; instead, Web site data is aggregated by company.

6 Broader Business Questions to Inform Your SEO Strategy

KoMarketing Associates

I read these to better understand how the Sales team would sell the new product to prospects, common questions the prospect might ask on a call, and many other important details of information that helped inform our SEO strategy.

Create B2B Buyer Personas that Inform Content Marketing Strategy

Marketing Interactions

Anyone who’s ever heard me speak on the subject of personas knows I’m passionate about the usefulness of every bit of information included in a B2B buyer persona. Reveal information needed throughout the buying process. Inform the tone, style, and voice for content.

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.

How CEOs And CMOs Can Tell The Difference Between Information And Insights

Marketing Insider Group

Enabling understanding of what customer strategies to implement and how to design marketing effective at connecting with prospective buyers and existing customers. When, in fact, they represent customer information and intelligence gathering organizations have to be good at just to compete.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

In Treatment B, the focus was on sharing valuable information that is not nationally advertised. lift over Treatment A and in attaining broker information from the decision-maker at an 88% level of confidence. Test phone calls to learn more about your prospects.

Using Customer Data to Inform Your Personalization Strategy

Modern Marketing

The foundation for any great relationship starts with insight and understanding — the same is true for building relationship with your clients and prospects. In fact, your buyers begin to share information about themselves, what they’re interested in, and what their pain points are well before they formally introduce themselves. Editor's Note: Today's post comes courtesy of Ashley Chavez, Director of Marketing at Get Smart Content.

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?

Top Ways to Attract Prospects

LEADership

My resolution this year, at least in terms of this blog, is to keep offering valuable information about marketing and lead generation, and to be open to experimenting a little bit in order to keep things interesting! Sending irrelevant information. Happy new year, everyone!

3 Ways To Improve Targeting: Just Avoid This Statement in Your Prospecting Emails

Modern Marketing

” Dear Sales Rep: We are not best friends – why would I give you that information? Why would I do all your prospecting work for you? Maybe you only have the head of sales training’s contact information.

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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. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

ViewPoint

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. The worst time to call a prospect is between 1:00 and 2:00 p.m.

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

Biznology

Business leaders and sales and marketing professionals are not identifying and focusing on those prospects who are ready, willing, and able to make a decision in investing in their product, software, service, or solution. All sales leads are not equal.

Read this article before you start a social media program

Biznology

Those that follow through are then put into a conventional prospect development program. Prospecting – identifying potential new customers or clients; learning about them; and making initial connections.

80% Of Our Visitors Take Our Desired Content Path: Using Form URL (Form Page) Data to Inform Our Content Marketing

bizible

It has to build trust, generate leads that are good fits for our business, nurture prospects, and ultimately, it has to generate revenue. Tracking how many times that gets clicked is useful information, but to really understand our content path, we need to know more.

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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.

Link building basics: Vetting link prospects

Biznology

However, this does not mean we are done with the link prospecting portion of our campaign. Once you have amassed a sufficient number of potential link opportunities, it becomes time to start vetting those link prospects until you are left with only the best and most relevant sites.

5 Practical Content Marketing Tactics to Educate & Inform Your B2B Audience

KoMarketing Associates

In the spirit of educating ourselves on the significance of this festive holiday, let’s take a look at 5 practical content marketing tactics you can take to educate and inform your B2B audience ( we are still in the office until 5:00 pm, after all ): Attend In-Person Events.

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?

6 Ways Social Data Can Inform Your Marketing Strategy

Hubspot

Thankfully, we''ve learned that there''s a layer of science behind social media marketing, and we can actually extract highly valuable data that can inform our overall inbound marketing strategy. You can then take that information to: Identify your competitor''s most successful content.

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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.”

4 Steps to Elevate Discovery Calls and Better Engage with Prospects

Outreach

Take a look at your last success and evaluate how crucial the discovery call and other early sales meetings were in setting expectations and proving your value to the prospect right out of the gate. Which stage of the sales cycle matters most?

How NOT To Write a Prospecting Email, Part V

Fathom

In my line of work, I get a decent amount of cold prospecting emails. With the explosion in information and marketing technology (and promises of actionable insight from your data), everybody and their mother has some software that theoretically makes my life easier as a marketer.

9 Ways To Get More Prospects To Discover Your B2B Blog

The Forward Observer

One reason for this is that effective B2B blogs tend to have informational/educational content focused on solving prospects’ problems (rather than bragging about the company). Be entertaining – You cannot easily inform, educate and persuade people by boring them to death.

Pitch Prospects Perfectly with Personas

Fathom

By leveraging digital data available from the buying process, we can help our sales team more effectively approach our prospects. The data are available to determine when we should focus on prospect education , or when we can kick into “sales mode.” Marketing has volumes of prospect and customer insights tagged by persona and organized by the buying process. Personas: Shorthand for Prospect Identification. Focus On the Right Prospects.

Why Information Overload Shouldn’t Be a Big Marketing Concern

Content Standard

It’s a torrent of information, but information overload never sets in; I’m totally comfortable navigating through it all. According to the Pew Research Center, the large majority of Americans don’t feel that too much information is an issue for them.

How the Information Age Has Forever Changed Marketers’ Lives

Content Standard

For marketers, the information age—and the technology supporting it—is like an office chair: After you’ve sat in it for while, you start to forget it’s holding you up. The New Guardrails in the Information Age. There was a time when information weighed us down.

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Why you are just a resource & how you’re failing to drive demand with your content & social media marketing efforts

Biznology

In the posts from fellow Social Media Examiner contributor Stephanie Sammons , you’ll find tips about having a professional photo, a strong headline, and a summary written in first person that is prospect-centric. So the information is simply a reminder.

5 Things You Need to Convert B2B Prospects NOW

LEADership

Because they do not know their customers and prospects well enough to anticipate their reactions accurately, marketers are scared to put out fresh perspectives and thought leadership pieces. The post 5 Things You Need to Convert B2B Prospects NOW appeared first on LEADership.

3 reasons to avoid Accelerated Mobile Pages (AMPs)

Biznology

You might consider AMP for informational blogs, wikis, or other static help documentation. In the simplest possible terms, tracking users through their information journeys is about matching their cookies to your pixels. But in B2B, a prospect might touch 20 pieces of content on her way to purchase, and 10 of them might not even be on your site. If you track anonymous user IDs, you can nurture prospects prior to them opting into your more explicit nurture campaigns.

Better built than bought – how to build your email marketing list

Biznology

In other words, you have to offer something that’s worth your prospect’s time. They need to help solve a business problem or educate your prospective clients about ways they can improve their business.

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How to Attract Prospective Students Through Storytelling

Fathom

When considering schools, prospective students exhaust a multitude of resources and explore every corner of a school’s website to find the connection – the feeling that communicates, “This is where you belong.”.