Should Salespeople Prospect Anymore?
Your Sales Management Guru
SEPTEMBER 29, 2014
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.
How to simultaneously attract new prospects and retain loyal customers
JANUARY 16, 2017
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. A loyal customer is not made through the deliverables, the products, or the metrics, though those things do matter.
The epidemic in B2B sales prospecting
APRIL 26, 2017
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. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation.
[VIDEO] How to Get 30% Response Rates with Prospecting Emails
FEBRUARY 1, 2017
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.
The Epidemic in B2B Sales Prospecting
B2B Marketing Insider
MAY 9, 2017
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.
3 Ways to know your prospects as well as they know you!
grow - Practical Marketing Solutions
MARCH 16, 2016
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.
Is Technology Actually Making Us Less Productive? [New Research]
APRIL 17, 2017
I open up my email app, my calendar app, my organization and productivity app, my grammar-checking app, my note-taking app, my analytics tool, and my blogging tool. Marketers and salespeople are using too many productivity tools and apps, and it’s actually making us less efficient.
Tools and Tips for Outbound Sales Prospecting
Modern B2B Marketing
JANUARY 19, 2017
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.
Exciting new tools for B2B prospecting
DECEMBER 31, 2014
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.
6 Tips for Productive Prospecting
JANUARY 24, 2013
Craig Rosenberg is working on a book, “Tips for Sales Prospecting Into Small Businesses,” for Radius ( radiusintel.com ), and asked me to contribute a few tips. It’s time to unearth some new opportunities…it’s time to pick up that phone and go prospecting.
Marketers Need to Focus on Prospects' Behaviors, Not Demographics
OCTOBER 26, 2015
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.
6Sense Finds B2B Prospects Using Web Site Activities
Customer Experience Matrix
AUGUST 28, 2014
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.
9 Willpower Workouts to Maximize Your Productivity
FEBRUARY 20, 2016
According to author Robert Pozen, regular exercise increases productivity. Although you might put an emphasis on going to the gym for that reason, are you putting enough energy into arguably the most important muscle affecting your productivity -- your willpower?
How long should your online business video production be?
JANUARY 20, 2016
But what is the optimal length of an online business video production ? Then you might have some animated explainer videos, motion graphic videos, or business profile videos on your website that explain, at a high level, about your company or the product/service.
10 Creative Ways to Improve Prospecting and Sales Emails with Video
APRIL 18, 2017
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?
To get the best prospecting data, use a broker
APRIL 5, 2017
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.
4 Measures to Find Out if Your Prospecting is Effective
Your Sales Management Guru
APRIL 13, 2015
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.
8 Powerful TED Talks on Designing a More Productive Life
MARCH 14, 2016
For many of us, achieving peak productivity can seem like a Sisyphean struggle. While accomplishing tasks is certainly part of the picture, being productive isn’t just about checking items off a list. 8 Inspiring TED Talks That Will Change How You Think About Productivity.
7 Simple Hacks to Kickstart a Productive Day
FEBRUARY 13, 2016
Start your mornings off right and set yourself up for a productive day with these seven quick morning motivation exercises. Productivity Daily SyndicationThis post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales.
Why Product Managers & Salespeople Should be Friends
Your Sales Management Guru
MAY 31, 2016
Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. 4) Soliciting from prospects what all vendors are currently missing. (5)
Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read
FEBRUARY 2, 2016
Here are five easy steps to sending targeted email messages that your prospects will actually want to read: Step One: Truly Understand Your Audience. Remember that this first step is 100% about the audience and 0% about your company’s product or solution.
How to Be Productive After a Long Weekend
FEBRUARY 21, 2017
How to Be Productive During a Four-Day Week. Plus, this system helps you avoid multitasking , which is estimated to cost businesses billions of dollars in productivity loss each year. Productivity Office Life TOFUWhat could be better than a three-day holiday weekend?
Stop Hard Selling, Start Listening to Your Prospects
JANUARY 26, 2017
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. Sell a Solution, Not a Product.
No Internet, No Problem: 12 Tips for Staying Productive Offline
FEBRUARY 19, 2016
But believe it or not, there are ways to stay productive without internet access. 12 Ways to Stay Productive Without Internet. Get started by reading this blog post that lists six psychology-backed playlists for improving your productivity. Productivity Daily TOFU
3 Factors that Connect Value Prop to Prospects
B2B Lead Generation Blog
JULY 7, 2014
If I am you ideal prospect, why should I buy from you rather than your competitors?”. To put this into perspective, take a few moments and ask yourself, “Do I clearly and succinctly state the core value proposition of the product or service that I am marketing?”.
HubSpot Launches Visionary New Product for Targeting Prospects
APRIL 1, 2013
How do you tell a one-time visitor from a high-quality lead, and how do you tailor your marketing approach based on the quality of the prospect at hand? As marketers, we've also felt this pain, which is why we're excited to announce the launch of an exciting new product to address it.
3 New Promotional Product Campaign Ideas for Your B2B Marketing
B2B Marketing Traction
MAY 11, 2015
Are you wondering if promotional products or giveaways make a difference? Last week Flora Taub , my friend and promotional products rep for Geiger in Southern California, sent me an email with a fun new idea – selfie sticks!
B2B prospecting data just keeps getting better
NOVEMBER 27, 2013
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
JANUARY 15, 2016
Well, 66% of consumers say that they are more likely to buy a product or service when provided with personalized offers or content! The post Top Ways to Attract Prospects appeared first on LEADership by Louis Foong, CEO The ALEA Group. Happy new year, everyone!
How to Have the Most Productive Q1 Ever: 11 Helpful Tips
JANUARY 13, 2017
Productivity is one of those things that's too general to master quickly. All of those goals fall under the "productivity" umbrella. Depending on where you are in your career, and what your goals are for the first quarter, you might have different productivity goals.
Target Your Best Prospects by Segmenting Your Best Customers
Modern B2B Marketing
JUNE 23, 2016
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.
5 of my favorite productivity apps
NOVEMBER 11, 2014
This isn’t a review so much as simply a subjective sharing of some of the tools I use — and want to use — on a daily basis to make my work — and personal — life productive, collaborative, and organized. While I aspire to build Gerr.is
Value Proposition: What motivates prospects to buy from you?
B2B Lead Generation Blog
JANUARY 27, 2014
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. What motivates your prospects to buy from you?
Lead Generation: How to speak the language of your prospects
B2B Lead Generation Blog
MAY 12, 2014
Ultimately, Keith knew that by offering a quality free trial product, users would become loyal customers and tell their friends about it – all of the emails and encouragement from the marketing department wasn’t necessary to convert free trial users to customers.
3 Ways To Improve Targeting: Just Avoid This Statement in Your Prospecting Emails
MARCH 1, 2013
by Melissa Madian | Tweet this It’s the beginning of 2013, and with it comes the traditional flurry of demand generation/business development/sales reps sending me emails on why I should buy their product/service. Why would I do all your prospecting work for you?
Searching for a Prospecting Silver Bullet? You’re Outta Luck.
Sales Intelligence View
DECEMBER 2, 2014
Sales Intelligence sales productivity Sales Strategy dreamforce 14 dreamforce 2014 sales expert advice for prospecting sales prospecting strategy sales prospecting tactics sales prospecting tips sales tips and tricks Today’s post is from John Barrows, a provider of […]. Closing CRM Intelligence Dreamforce Funnel Sales 2.0
22 LinkedIn Hacks That'll Make You More Productive [SlideShare]
MAY 3, 2015
Once considered a social platform solely for networking, LinkedIn has proven itself invaluable for a wide range of other uses: marketing, recruiting, sales prospecting, hiring, and research, among others. Here's how: Prospecting just got a whole lot easier -- and that's just the beginning.
How Do We Find People Who Are Ready to Buy Our Product?
JULY 27, 2016
A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. My response: Finding highly-qualified, late-stage prospects has less to do with demand generation channels or tactics, and much more to do with content.
Infer Makes Headlines with Latest Product Innovations
JUNE 7, 2016
DestinationCRM , Demand Gen Report , and FierceCMO covered the news: “The product incorporates Infer’s Profile Management Platform, which combines Infer’s predictive scoring capabilities with internal and external signals to create tailored audiences.
Redefining sales prospecting in an era where no one wants to talk to you
NOVEMBER 12, 2015
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.