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3 Barriers to Connecting with Prospects

Anthony Cole Training

In today’s world of banking and insurance, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?

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Email Prospecting: ValueMail

Iannarino

To improve your success with email prospecting, you should avoid anything that would cause your client to hit the delete key. Forty-five percent of the emails sent each day are spam. For salespeople using email as part of their cold outreach , most of their messages look and feel like spam.

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5 Tips for Asking Your Prospect Better Questions

Anthony Cole Training

You don’t want to look, act, or sound like every other salesperson when asking your prospect questions. There is an art and a science to being masterful at asking your prospect better questions and building a strong, credible relationship with them.

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The Problem with Prospecting Metrics

Iannarino

No sales leader will dispute that prospecting is critically important to generating new deals and net new revenue. Many sales leaders and sales managers worry their teams are not doing enough prospecting to achieve their sales goals and sales objectives.

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Best Practices for Accelerating the Sales Process

Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective. What's covered: Targeted prospecting. The bottom line is that, in B2B sales, speed is useless without control.

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Understanding Why Sales Teams Prioritize Prospective Client Qualification

Iannarino

You want your sales team to qualify prospective clients. You don’t want them to pursue prospects not likely to buy from your sales team. Yet, the ridiculous amount of pipeline you require makes it easy to add an opportunity with nothing more than a first meeting.

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One-Up Prospecting

Iannarino

The One-Down salesperson uses an approach that causes their prospective client to recognize they aren't someone with the knowledge or experience to be a valuable partner. Asking "Is now a good time," or "Is now a bad time," or any other combination of words that are used to try to deceive the contact is the result of a lack of confidence.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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The Impact of Direct Dials on Sales Productivity

While dialing away at targeted prospects, it’s important for them to remember that not all sales outreach is created equal. Take the following stats into consideration: It takes 5 minutes to connect with a prospect via direct dials, but takes 22 minutes using company switchboard numbers.

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Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Leveraging a data provider to help identify and connect with qualified prospects supports company revenue goals by alleviating common headaches associated with prospecting research and empowers sales productivity. So what’s the problem? Many organizations fail to properly evaluate vendors during the selection process.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement. This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E

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3 Sizzling Ways to Warm up Cold Calls

Dig into this eBook to find out how to make cold calling a thing of the past with: Powerful sales engagement and automation Insights, signals, and deep prospect research Alternative touchpoints that keep the conversation alive

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Catch Them If You Can: The Passive Candidates Edition

To get started on your search, we’ve gathered clues you’ll need to get in the mind of your passive prospects. Yet, with the right tools and mindset, it’s possible to track down this candidate - and many others like them! Simple: By thinking like one. It’s time to get out and catch them… if you can!

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The Ultimate Guide to Sales Outreach

In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up! We bring the science—proven tactics, strategies, and methods that really work.

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16 Go-to-Market Plays for Your Entire Sales Funnel

But personalized prospecting is possible at scale with the right resources in place. Nurturing leads through your sales funnel is a daunting task for many business development teams, especially at the scale required to achieve lofty growth goals. At ZoomInfo, we’ve found that a rock-solid go-to-market playbook is key.