Trending Sources

The epidemic in B2B sales prospecting

Avitage

Too often they bring their traditional selling mindset, process and skillset with them. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation. The post The epidemic in B2B sales prospecting appeared first on Avitage. Featured Marketing and Sales Strategy Sales Conversations Sales Enablement sales prospectingMany B2B selling organizations hit a wall in their new customer acquisition and revenue growth rates.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. What is your sales process?

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.

For prospecting success, leave your data order till later

Biznology

But when they place an order for prospecting data—whether it’s email, telephone, or postal addresses—marketers often end up with data that isn’t exactly what they had in mind. Get your prospecting campaign ducks in a row before ordering the data.

Order 50

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. and prospects.

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.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. The Buying Process Is Growing More Complex. The Buying Process is More Competitive. The Buying Process is More Social.

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.

Marketers Need to Focus on Prospects' Behaviors, Not Demographics

Modern Marketing

Marketing is often about treating the largest groups of prospects and customers the same. We use demographic data, but we don't always look at our prospects' behaviors that indicate their intent. Paying attention to prospect intent is key to that transformation.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. and prospects.

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?

The Unsung Heroes of the Sales Process

LeanData

They are the architects of an efficient, repeatable and scalable process. There also are a growing number of solutions available to improve sales productivity through prospecting, enrichment, predictive analytics, lead management and so on. They work quietly in the shadows.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales staff.

Feeding Sales Is a Process, Not a Project.

Sales Engine

They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. I think that a lot of us who grew up in sales thought that we were awesome at prospecting.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. and prospects.

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.

Content marketing: how process powers success

Biznology

Which brings us to the topic of process. Process – that larger plan – gives you a framework within which the preparation becomes a step toward your goal. That X, Y, and Z now becomes your process. That’s the beauty of processes and systems. Everybody wants to win.

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. What steps do you follow to ensure an ethical business process? The post To get the best prospecting data, use a broker appeared first on Biznology.

The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology

ANNUITAS

There is no doubt that the role of the B2B marketer has changed and this change has been led by the change in the buying process and the access to information that is at the finger tips of todays B2B buyer. Step Two: Process.

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. APIs can load data from other sources, potentially including other CRM marketing automation products, Web logs, order processing, call centers, media impressions, and pretty much anything else.

New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

So, how can brands get in front of buyers during the research phase, and help speed up the process once they make the vendor shortlist? Also, prospects can use these social proof points to make their final decision quicker and easier. In the B2B software world, it’s a buyer’s market.

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.

Gamification of the Sales Process

Sales Intelligence View

Turning the sales process into a game is not a stretch of the imagination for companies. In may ways companies with B2B sales people have already added game mechanics into the process on a small scale. This is where most companies end the game process but that is about to change.

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?”. It’s all about connecting prospects to the right value. For example, the prospect level value is why a CEO would choose a laptop with business class specs over a standard model.

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. Don’t be like every other sales call your prospect receives.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Consequently, wouldn’t it make sense to test and optimize this process? Test phone calls to learn more about your prospects. Value Proposition: What motivates prospects to buy from you?

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.

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.

Mining Un-engaged Prospects using a Multivariate A/B Approach

Act-On

So with that in mind, and for the purpose of this post, I wanted to focus on the prospects with sometimes big potential. I’m talking about the non-open prospect emails in your email universe. Don’t ignore your unengaged email prospects.

Lead Generation: Streamlining the process for quality over quantity

B2B Lead Generation Blog

According to Debbie, the process in place had been corrupted and broken by a system of incentives to drive lead volume with little check and balance in place for assessing lead quality before the handoff to Sales. Challenge your process.

What a Basic Sales Process Looks Like [Infographic]

Hubspot

Think of a defined sales process as the outline of selling. Without a concrete sales process, reps create their own strategies, which gives rise to two negative results: Depending on how the rep approaches sales, they might provide a bad experience for the buyer.

The Branding Process for Professional Services Firms

Hinge Marketing

The branding process is a systematic approach to creating and promoting a firm’s brand. The brand building process can be applied to either the development of a new brand or the rebranding of an existing firm. In this article we’ll review the context in which the process is used, what happens during each phase, and what success looks like. This process is adapted from the one we use at Hinge ­— a program based on a decade of research into thousands of high-growth firms.

Brand 29

Redefining sales prospecting in an era where no one wants to talk to you

Sales Engine

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. The Internet is crushing a sales rep’s ability to get in front of prospects.

The 6 Step Inbound Marketing Process [Infographic]

Puzzle Marketer

I wanted to share this fantastic and easy to understand infographic I came across outlining the Inbound Marketing Process. ” The Inbound Marketing Process infographic can be found on their original blog post here. I’ve outlined their 6 step process in the infographic below. Figure out how we’ll you’re doing by measuring every step of the process.

4 Easy Tactics for Infusing AI and Predictive Analytics Into Sales Processes

Infer

Rather than relying on human intuition to inform their processes, these early adopters are leading the arms race for data by reinventing how their businesses operate based on intelligence that’s generated by AI and other related data science techniques.

MQL 56

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. Click here to read our case studies to see our process in action.

Marketing lessons from the college admissions process

Biznology

I’ve gone through the college process twice, and each time I’ve absorbed new lessons about marketing to Millennials in an era of rapid change. For prospective students and their parents, it’s the central point of reference about the school – visited over and over again.

High-Profit Prospecting

Your Sales Management Guru

High–Profit Prospecting. High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Time Management for Prospecting. book review-.