Prospecting Related Topics 
Iannarino
MAY 20, 2023
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.
Iannarino
MAY 8, 2023
It is rare that salespeople default to prospecting, looking instead for other sales-related work. Sales leaders who worry about sales velocity and longer sales cycles should consider the contacts that no sales rep has ever touched. That contact may have been living in your CRM for a year or more, but the B2B sales process may have stalled.
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Iannarino
APRIL 19, 2023
Prospecting is one area where sales teams are on a level playing field, regardless of their approach. More sales organizations practice a legacy approach than a modern approach, even though new sales strategies provide better results.
Iannarino
MAY 24, 2022
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.
Advertiser: ZoomInfo
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.
Iannarino
MAY 31, 2022
A number of proponents were critical, believing we were out of touch, even though our group used social media in addition to all the mediums available for communicating with prospective clients.
Iannarino
JULY 16, 2021
The Gist: We are increasingly choosing prospecting approaches that harm our professional relationships. We cannot continue to choose prospecting methods that destroy any possibility of a future relationship. While I was not in any way harmed, his attempts to cheat the Gods of Prospecting will only harm himself.
Advertiser: ZoomInfo
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.
Advertiser: ZoomInfo
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.
Advertiser: ZoomInfo
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
Advertiser: ZoomInfo
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!
Advertiser: ZoomInfo
We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before. In this eBook, we’ll walk you through leveraging strong data and go-to-market tools to unlock the five stages of ABM: define, identify, engage, convert, and connect.
Advertiser: ZoomInfo
In this eBook, you’ll learn how to identify and target your ideal prospects — when they’re most receptive to hearing your message — using different types of data. That’s where your data comes in. In demand generation, data is essential for knowing who you should target and how. Ready to impress your boss with killer results?
Advertiser: ZoomInfo
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.
Advertiser: ZoomInfo
With the help of the fastest, most frictionless way to target strategic accounts with in-the-moment behavioral data, marketers can reach prospects at the very beginning of their buyer’s journey. Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies—the ultimate competitive advantage.
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