Prospecting data accuracy


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


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.

Best Practices for Prospecting with Video


Personal video messages are a great way to stand out and to boost response rates when prospecting new customers. So let’s say I’m prospecting GE. The post Best Practices for Prospecting with Video appeared first on Vidyard.

2016’s Most Prospected Companies By State


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? What are a few keys to smarter prospecting?

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.

For prospecting success, leave your data order till later


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.

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The Epidemic in B2B Sales Prospecting

Marketing Insider Group

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. The post The Epidemic in B2B Sales Prospecting appeared first on Marketing Insider Group.

To get the best prospecting data, use a broker


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.

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How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople


We’re convinced that prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads, sales, or fill open requisitions. The parallels to prospecting are uncanny. We’re firm believers that prospecting is just like online dating.

Beating Your Prospect’s Defense [Infographic]


In sales the other team your prospect and their defensive line is an objection to your sales pitch. The Sales Rep’s Guide to Beating a Prospect’s Defense. The post Beating Your Prospect’s Defense [Infographic] appeared first on ZoomInfo Blog.

5 Personalized Prospecting Ideas You Can Use Today


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.

Always Be Connecting: 5 Personalities to Prospect


However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust. Just take a breath, KYP (Know Your Prospect), and try to find some common ground.

How to simultaneously attract new prospects and retain loyal customers


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.

The Greatest Prospecting Campaign I’ve Ever Run


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.

Exciting new tools for B2B prospecting


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.

Job Hunting: How To Wow Prospective Employers… and Yourself


Job hunting can feel scary, frustrating, and hopeless. With these tips, young professionals can enjoy success both before and after finding their next job. Corporate Marketing Life

The epidemic in B2B sales prospecting


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.

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


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.

How to Get Your B2B Prospects to Buy Faster

Fusion Marketing Partners

B2B Prospects Content Marketing Content marketingLots of sales reps and marketers are crossing their fingers hoping for a strong end to the quarter. They have […].

The Sales Rep’s Guide to Prospect Research


Prepare for your sales conversations with better prospect research. Why is prospect research critical to the sales process? Prospect research is critical to personalizing and delivering a successful sales pitch. What information do I need to know about my prospects?

Link building basics: Vetting link prospects


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.

B2B Blog Post Round-Up: Content, Prospect Expectations & More


This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more. A typical content marketing strategy involves the creation and distribution of content with the sole purpose of attracting prospects to convert into paying customers.

Turn online prospects into customers in 5 steps


What is the secret to turning interested prospects into paying customers? The post Turn online prospects into customers in 5 steps appeared first on Biznology. Internet Marketing Social Media Marketing Internet marketing online prospects social media marketing

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. While new prospects are identified only at the company level, 6Sense can add contact names from those companies using standard sources.

B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects

Marketing Insider Group

The post B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects appeared first on Marketing Insider Group. Your Marketing team has worked tirelessly over the past quarter constructing what they believe to be a pivotal and influential report.

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects


Once upon a time, marketers got their prospects the low-tech way, buying quickly outdated lists, running expensive, scattershot campaigns, and sending generic messaging to prospects who could have been won with thoughtful personalization.

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects


Once upon a time, marketers got their prospects the low-tech way, buying quickly outdated lists, running expensive, scattershot campaigns, and sending generic messaging to prospects who could have been won with thoughtful personalization.

10 Creative Ways to Improve Prospecting and Sales Emails with Video


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?

Do your prospects think of your email as spam?


The post Do your prospects think of your email as spam? appeared first on Salesfusion. Marketing Automation

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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.

Vidyard Helps Top B2B Sales Teams 3x Customer Engagement with Personalized Prospecting Videos


Terminus , the B2B account-based marketing (ABM) leader, uses video as part of their sales prospecting efforts and saw a 40% higher open rate, 37% higher click rate and 216% higher response rate. Ali Powell, a principal account executive at HubSpot, found that personalized video gave her a better way to show prospects that she was not just writing random emails to anyone and everyone who popped up on her CRM view.

PipeLiner CRM #SalesChats Webinar on Prospecting


Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect?

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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.

How to Prospect Using Handwritten Letters

Lead Liaison

Get Ready to Prospect Using Handwritten Letters – Be Different. That’s the case when it comes to prospecting. Instead of letting technology get in the way of your prospecting success, use handwritten letters.

What is a Lead? What is a Prospect?


Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. From company to company, even within the same company in different departments, prospects and leads are constantly defined differently. So what about prospect?

6 Tips for Productive Prospecting

Marketing Action

Craig Rosenberg is working on a book, “Tips for Sales Prospecting Into Small Businesses,” for Radius ( ), 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.

B2B prospecting data just keeps getting better


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.

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


The post Should businesses use LinkedIn groups or Slack for prospecting? In my previous article, I introduced the up and coming Slack tool and how it serves as an alternative for LinkedIn , which is closing its groups. More about Slack here: SLACK COMMUNITIES I LOVE.

Leads, Contacts, Accounts, and Prospects – Making Sense of It All When Using CRM and Marketing automation

Lead Liaison

But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects. Through Lead Management Automation™ , you can create personalized content automatically from the prospect owner. Prospects. Let’s talk about CRM objects for a minute.

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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. Preempt these objections and you'll sell more. Is your sales team meeting its quota? Surveys show that nearly half of all salespeople fail to meet their quota every year.