Hubspot

FEBRUARY 25, 2014

Enter content marketing -- a tool for building relationships with an organization’s stakeholders and prospective customers. When you meet prospective customers, tell them about your blog. Ask prospective customers what they want. This process leans heavily on consistent relationship-building and continued engagement.

High impact 73

High impact Sports Strategize Follow-up 73

Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” A couple of people commented, “What does perfect prospecting look like?” Simply put perfect prospecting means “doing the work.” Sloppy prospecting is too easy. Why would you waste a moment on prospecting them.

Prospecting 93

Prospecting Pitch Campaign Appointment 93

Search Engine Land

MAY 2, 2024

When I audit the Google Ads programs of new and prospective clients, I still find some without a YouTube advertising component. Yet when I ask new clients and prospects why they don’t have YouTube video ads, they usually give one or more of the following reasons: They don’t have the budget.

Campaign 106

Campaign High impact Clients Growth 106

Partners in Excellence

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. Doing or not doing each of these things has a ripple through impact on each of the other areas. But 33% of our time conducting very high impact calls (sales/prospecting) can make us very productive.

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

MAY 16, 2024

But because we are so focused on who we called and why we were calling, we knew we would find a high number of prospects that would be interested in talking about changing. Cold calling, at least as I learned about cold calling, will always be a cornerstone of high impact customer engagement. It is alive and thriving.

Cold Call 118

Cold Call Technique High impact Pitch 118

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

SEPTEMBER 19, 2023

And since we need fewer opportunities, we can be much more selective and focused in our prospecting (more on this later). Narrowing it to our ICP (assuming people recognize that ICP doesn’t stand for Incredibly Crappy Prospecting). And we have to explore new ways to engage the right prospects.

Pipeline 107

Pipeline Tradeshows High impact Technique 107

ClickFunnels

JULY 21, 2021

High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. Prospects want to know details before they purchase — they want to know how you’re going to help them and why it’s going to work. How do you justify that price to prospects?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Partners in Excellence

SEPTEMBER 28, 2023

Rather than measuring activity or meetings, what if we started looking at high impact interactions? And doing this would improve our own time utilization, because it is more likely to result in a high impact conversation with the customer/prospect. We have the tools that help us do this, we just have to use them.

High impact 118

High impact Meeting Customers Closing 118

Partners in Excellence

APRIL 19, 2022

This helped establish my credibility with my customers, I could more quickly identify issues important to them, getting into high impact conversations with them. Part of that is that I knew the problems our company solved, and became expert in understanding the impact of those problems on the customer.

Customers 103

Customers High impact Prospecting Conversion 103

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways.

Territory 62

Territory High impact Pipeline Strategize 62

Partners in Excellence

JANUARY 11, 2022

We learn through repeated prospecting calls, through finding great deals, developing and executing winning deal strategies. We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. But our ICPs can’t be everyone.

Cross-sell 130

Cross-sell Quota High impact Prospecting 130

Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. It’s not their fault!

Prospecting 50

Prospecting Pipeline Contact High impact 50

Martech

JUNE 28, 2022

Sales has limited access to prospects and customers. The teams are pushing out random campaigns in a world where prospects and buyers already know what’s coming when they download a white paper or attend a webinar. Personalized workshops for prospective buying teams at your target accounts. We know the facts.

B2B 108

B2B GTM Cross-sell High impact 108

Sales Hacker

SEPTEMBER 19, 2023

I thought that If I could scale whatever we’re doing really well, show me you know me, I bet we could kill it.”

GTM 105

GTM Trust Cold Call High impact 105

Partners in Excellence

OCTOBER 19, 2022

Meaningful, high impact conversations with the right prospects and customers are what drives engagement and our ability to achieve our goals. I want to measure the number of high impact business conversations you have had with prospects or people we have never spoken to. Now those are important!

Territory 48

Territory High impact CRM Pipeline 48

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. And, too often, it’s a directive engagement, “Go do these things… ” High impact coaching is a collaborative conversation, a learning conversation. It’s not a specific activity, though we tend to treat coaching as this.

High impact 62

High impact Pipeline Conversion Meeting 62

Partners in Excellence

SEPTEMBER 25, 2023

We have SDRs/BDRs focused on prospecting. Technology may help us in having high impact interactions with others. In addition to technology, we revise and redesign our processes to make us more efficient. Role specialization helps us more efficiently manage our relationships with customers. Yet we fail, we are afraid.

Technology 125

Technology Technology High impact Meeting 125

Partners in Excellence

SEPTEMBER 21, 2023

They are the foundation of high impact conversations with our customers. As sellers, too often we focus on “pitching” our prospects and customers–these are the furthest from collaborative conversations we can imagine–and perhaps why customers don’t want to talk to us.

Conversion 81

Conversion Construction High impact Trust 81

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Too many sales people don’t want to prospect, it’s tough work. Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting.

Prospecting 48

Prospecting Sell Appointment Meeting 48

Cerebral Selling

JANUARY 14, 2023

What type and quality of prospecting outreach is the rep doing? David actually shares more about this in his simple formula for high-impact sales coaching. So if a rep has a high level of activity but a small pipeline, chances are their gap lies somewhere in their prospecting, messaging, or value definition motions.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Partners in Excellence

DECEMBER 27, 2022

We don’t solve these by doing more, we must dramatically rethink everything we do to reach and engage prospects! It will drive more prospects to Rep-Free buying experiences! When are we going to recognize that doing more of what hasn’t been working isn’t an answer to what our customers and prospects are telling us?

Prospecting 77

Prospecting Referrals Contact High impact 77

Partners in Excellence

JANUARY 21, 2022

As a result, as the older generation retires and leaves the workforce, the use of the telephone for prospecting outreach–or cold calls–would decline. ” My mom is an amazingly high energy 91 years old (sorry to make that public, mom). .” Most of my prospecting and cold calling is leveraging multiple channels.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Partners in Excellence

JULY 27, 2022

We would do this not just for our prospecting calls, but for every meeting through the customer decision. I know some of you are thinking, maybe we should do this with our prospecting, what if we paid each customer $100 to open our emails, or $250 for a conversation. These are possible extensions, but let’s keep it simple.

Meeting 100

Meeting Customers Price High impact 100

Partners in Excellence

JULY 12, 2022

I don’t know how to talk to those prospects, but Marc does. We choose not to do the work to have high impact calls, but we think we make up for it by doing more. Each person in our organization becomes an expert in roughly three major sectors/subsectors.

High impact 135

High impact Technology Technology Up-sell 135

Partners in Excellence

FEBRUARY 2, 2022

This week, following their sage advice, my script on prospecting calls is: “Hi, my name’s Dave, what’s yours? According to their advice, I’ve ticked all the boxes for an intelligent, high impact conversation with this prospect. How the hell are you doing?

Conversion 68

Conversion High impact Gaming Meeting 68

Sales Pop!

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. It’s better to have a few pieces of high-impact content or targeted training sessions than a lot of ineffective ones.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Partners in Excellence

OCTOBER 31, 2022

Prepping for a prospecting call, particularly with many of the tools that are available, can only take a few minutes–since the seller understands what business information she is looking for to engage the customer in a high impact conversation.

High impact 62

High impact Up-sell Presentation Growth 62

Hubspot

JUNE 15, 2023

And one in five reps reported the most significant reason prospects back out of deals is because the sales process takes too long. Generative AI tools (like ChatGPT) that help write sales content or prospect outreach messages are the third most popular use case for sales reps. To save time on manual tasks to focus on selling.

B2B 78

B2B Sales Prospecting High impact 78

Outreach

FEBRUARY 24, 2020

Your sales email subject lines are the first impressions you project to your prospects with every email you send. They're personal - they directly reference the company or the prospect's name. By including a deadline, you give your prospect a sense of urgency. #2: Of course not. They're short, sweet, and straight to the point.

Sales 122

Sales Follow-up High impact Prospecting 122

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Keeping prospects engaged. Are your prospects facing new problems?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Martech

APRIL 25, 2022

“You may put a lot of effort into creating a personalized landing page experience for your ABM prospect, but do they even get to the landing page?” “Are the other touchpoints working well enough to get a prospect to the landing page?” It’s a digital channel that serves high-impact ads.

B2B 105

B2B B2C Campaign High impact 105

Partners in Excellence

SEPTEMBER 21, 2021

The sales person learns how to think about what they are doing and how to be more effective–whether we are coaching deal, account, territory management, prospecting, or pipeline skills. Coaching is one of the most important things in driving high impact performance improvement with our people.

Customers 56

Customers High impact Territory Pitch 56

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. What high-value activities a sales team should focus on.

Quota 121

Quota Cold Call CRM Sales 121

Salesforce

JANUARY 24, 2022

Ensure that sales reps can effectively engage prospects with the right content at the right time. Evolve prospecting from a solo act to a collaboration with marketers who have the expertise and reach to find more qualified prospects in half the time. Create high-impact marketing campaigns on a limited budget.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Partners in Excellence

JANUARY 8, 2020

We can eliminate or reduce a lot of those things we need to do to prepare ourselves for high impact conversations with customers. In a lot of my own prospecting calls, company financial, operational, market performance becomes a key part of the discussion with the executives I talk to. Let me give an example.

Sell 68

Sell High impact Presentation Conversion 68

Search Engine Land

SEPTEMBER 5, 2023

There are 1,242 high-impact keywords we identified across all 23 websites. The dramatic finding is that 64% of strategic or high-traffic keywords are losing rank in SGE – they do not appear in the SGE snapshot carousel. We are analyzing 628,000 monthly organic visits (driven by the 1,242 high-impact keywords seen above).

CTR 143

CTR Technique Strategize Niche 143