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 to be relevant, the outreach has to be about them and their challenges–not what we sell.

Pipeline 140

Pipeline Tradeshows High impact Technique 140

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. On each team, all sales reps spend 80% of their time selling and only 20% on administrative tasks. What is Sales Productivity?

Product 110

Product Tradeshows Appointment CRM 110

Hubspot

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

Sales Experience 84

Sales Experience B2B Prospecting Tradeshows 84

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.

Assembly Line 123

Assembly Line Customers Tradeshows Manufacturing 123

Partners in Excellence

OCTOBER 12, 2014

For example, I see LinkedIn data that says, “Sales professionals who use social selling are 51% more likely to exceed their quotas.” For example, based on the LinkedIn data, one might think, “All I have to do is use social selling, and I’m more likely to exceed my quota.” No related posts.

Tradeshows 104

Tradeshows Quota Territory Sales 104

Partners in Excellence

APRIL 12, 2022

It’s probably the dominant form of selling in consumer products. In consumer products, we know it is a low touch selling environment. I recall, one of the most useful “give-aways” at tradeshows were sturdy bags, with our logo, for people to collect literature for their book shelves in their offices.

Retail 139

Retail Tradeshows Territory Up-sell 139

SBI

OCTOBER 24, 2019

Sales Tools to Increase Tradeshow ROI. There’s been a lot of excitement around Sales Enablement solutions (for the purpose of this post, I’m referring to solutions that help sellers find and deliver the right content for each prospect). Sellers can’t easily deliver it to prospects. Zuant’s Customizable Lead Forms.

Tradeshows 33

Tradeshows Sales Follow-up CRM 33

SalesLoft

AUGUST 6, 2013

Prospecting is all about having meaningful conversations with contacts who fit your ideal prospect profile. But all prospecting starts with one unique task… List building. Due to its popularity, universal adoption, and self-updating nature, LinkedIn is the most accurate and up-to-date prospect database for finding leads.

Prospecting 52

Prospecting Tradeshows Cold Call Manufacturing 52

Salesmate

MARCH 23, 2021

Start-ups collect leads from many sources like websites, tradeshows, social media, email campaigns, cold calls, references for their revenue cycle. With a CRM, your team can easily visualize every step of the sales processes, clear all the bottlenecks, and sell better! . Team collaboration is vital to their selling efficiency.

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Hubspot

JULY 10, 2014

Now, if you know anything about our founder/CTO Dharmesh Shah , you know he''s really passionate about helping startups use marketing to earn the love of their prospects. You won''t win prospects'' attention with bigger ads or a big booth at a tradeshow." He''s also really into -- and really good at -- making epic slide decks.

Tradeshows 78

Tradeshows Cold Call Technique Prospecting 78

Salesmate

APRIL 10, 2020

Now comes an equally challenging task – How to sell your product? If you think your sales reps will just call, use their charm and convince the prospects. There are many things that startups aren’t aware of when it comes to selling, which is why most of them fail to survive for long in the business world. LSA Insider.

Tradeshows 93

Tradeshows CRM Pipeline Sales 93

Score More Sales

MARCH 13, 2013

Work to include a social selling strategy to promote that you’re at the show. Invite existing customers as well as any prospects and strategic partners that are in the geographic area of your event. Plan out a mind map or create a spreadsheet of every task that needs to be done, and who each is assigned to. During the show, be present.

Tradeshows 87

Tradeshows Follow-up Strategize Technology 87

Salesmate

MARCH 2, 2021

You can easily track your prospects’ activities on your website and send out more meaningful messages to your customers. CRMs for real estate make it effortless to collect leads from various sources and put them into one centralized platform: Websites Tradeshows Social media platforms Email campaigns Cold calls References.

Real Estate 116

Real Estate CRM Customer Relationship Management Appointment 116

ConversionXL

OCTOBER 22, 2018

The prospect-to-customer journey is not a linear series of events; it’s hard to predict and measure every engagement. Here’s what I mean: Prospect A sees a Facebook Ad for your newest blog post and clicks through. They measured success by the number of attendees, which they counted as net new prospects. Closed-Won.

B2B 131

B2B Process Campaign Contact 131

SBI

FEBRUARY 24, 2021

Evolved Selling: Keeping Pace with Shifting Customer Demand. Sales teams are further dependent on marketing teams for the data on prospective customers — as they’re unable to ‘press the flesh’ in person. By Devon Wellbrock, SVP of Americas, Enterprise Sales, MRP. Let’s take a closer look.

Sell 43

Sell Customers Tradeshows Cross-sell 43

Pointclear

NOVEMBER 2, 2016

Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. You may not ever know if you go to the lost prospect directly. Win/loss analysis: You will never really know by asking he sales executive.

Tradeshows 58

Tradeshows Sales Lead generation Prospecting 58

SBI

MAY 5, 2020

Ironically, this will mean that when Tradeshows and Exhibitions get going again, they may have less visitors, but their value will increase as this becomes one of the few ways to meet in person. Who is your audience and what are you trying to sell to them? There is a light at the end of this tunnel.

Tradeshows 48

Tradeshows Appointment Follow-up Teamwork 48

Martech

SEPTEMBER 25, 2023

Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. Showing an ROI for a tradeshow event should include all the possible activities that contributed. This boosts cross-selling and upselling opportunities. Content distribution.

A/B testing 122

A/B testing Tradeshows Finance Cross-sell 122

SBI

JANUARY 21, 2020

In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY OR WHY NOT? NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? .

Tradeshows 46

Tradeshows Inside sales CRM Follow-up 46

Engage Selling

FEBRUARY 10, 2018

You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. You know how it goes. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Tradeshows 54

Tradeshows Clients Meeting Objection handling 54

Sales Hacker

NOVEMBER 5, 2018

Imagine you are feeling like eating steak today, and you know that 3 restaurants down the road have NY Strips for $32, $37 and $42… you also know that the supermarket sells frozen NY Strips for $12. Suddenly, someone approaches you tells you they can serve you a NY Strip for $4.50, and another person offers it for $4.35.

Lead generation 93

Lead generation Profit margin Tradeshows Objectives and Key Results 93

KO Advantage Group

DECEMBER 2, 2021

Social Selling. Social selling has strengthened over the last several years, with forced work from home being the major catalyst most sales professionals needed to embrace the opportunities that come with it. Do this today: Connect with prospects, clients, and companies in these spaces. 20-minute meetings.

B2B 62

B2B Agriculture Tradeshows Manufacturing 62

Hubspot

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. Selling by offering a solution rather than pitching a product/service is key to sales pros.

Cross-sell 69

Cross-sell B2C Sales CRM 69

Sales Hacker

MAY 9, 2019

This is how the sales compensation plan should work for reps in a prospecting role. 3) Business-Case Target Setting (Recommended): The sales acquisition team that sells a CRM platform uses one SDR ($80k), one Jr. AE ($160k) and ½ a CSM ($120k/2) to prospect/win and onboard 20 deals/month at $25k ACV. Metrics to keep in mind.

SQL 110

SQL Commission Customers Non-Profits 110

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Cross-sell 103

Cross-sell Legal Contract Price 103

Sales Hacker

JANUARY 16, 2020

It’s just that the way they sell the product is so different that it’s laughable to imagine them using the “normal” B2B Sales approach. It’s hard to imagine a PLG company employing an army of blazer-clad salespeople, hawking software at tradeshows and flying around the country to host fancy steak dinners. Probably not.

Growth 80

Growth Product Tradeshows Education 80

SBI

OCTOBER 6, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Nancy Nardin, Smart Selling Tools. Prospect Intelligence. Prospect Intelligence. Prospect Intelligence. Prospect Intelligence. Prospect Intelligence.

Tradeshows 38

Tradeshows Negotiate Contract B2B 38

SBI

NOVEMBER 3, 2019

Zuant has a suite of powerful and customizable tools for field sales and mobile data capture; streamlining key lead gen and sales processes for your business like; tradeshow lead retrieval, keeping your sales team up to date with the latest marketing materials, and acting as a front end to your CRM for field sellers.

Tradeshows 29

Tradeshows CRM Up-sell Prospecting 29

SBI

DECEMBER 30, 2019

The importance of Marketing & Sales Alignment is obvious when it comes to tradeshows. The consistent collection of prospect information, fast delivery of relevant content both at the show and in follow-up and a record of conversations and interest level of each prospect are critical.

Tradeshows 32

Tradeshows Technology Technology Quota 32

SBI

JANUARY 21, 2020

In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY OR WHY NOT? NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? .

Tradeshows 26

Tradeshows Inside sales CRM Follow-up 26

Heinz Marketing

FEBRUARY 20, 2019

So much of what constitutes sales and marketing today is noise, and while noise may keep prospects busy sifting between what’s important and what’s not, it doesn’t do much to tip the marketing scales in your favor. How can you be sure what you’re sending prospects is actually valuable? Noise doesn’t stand out. It doesn’t get noticed.

Cross-sell 66

Cross-sell Promote Lead generation Presentation 66

Pointclear

FEBRUARY 23, 2018

Is it someone who swiped their badge at the tradeshow you attended last month? Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects. Our group is capable of navigating a prospect organization to find the right decision-makers.

Tradeshows 40

Tradeshows Lead generation Clients Represent 40

Heinz Marketing

SEPTEMBER 17, 2019

Story-doing , as opposed to storytelling, is the act of playing out, doing, or involving a customer or prospect in the story you are trying to get across. By effectively combining these two concepts you will create a space that embodies your brand and helps bring prospects into your circle, leaving a lasting impression on them.

B2C 61

B2C Prospecting Pipeline Gaming 61

Heinz Marketing

FEBRUARY 20, 2019

So much of what constitutes sales and marketing today is noise, and while noise may keep prospects busy sifting between what’s important and what’s not, it doesn’t do much to tip the marketing scales in your favor. How can you be sure what you’re sending prospects is actually valuable? Noise doesn’t stand out. It doesn’t get noticed.

Cross-sell 63

Cross-sell Promote Lead generation Presentation 63

SBI

NOVEMBER 7, 2019

Prospect Intelligence. Prospect Engagement. The selling landscape has changed. Zuant has a suite of powerful tools for field sales and mobile data capture for activities like tradeshow lead retrieval and finding, sending and. Personalized sales prospecting videos increases engagement. Prospect Engagement.

Customers 22

Customers Tradeshows Technology Technology 22

Veloxy

JUNE 27, 2022

The first three movies will encourage you to sell better under pressure. As sales professionals, we all remember our first trip to a seminar, convention, or tradeshow. As you’ll observe in the episode below, the salesman doesn’t change who he is based on the drastically different buyer persona the competing sales rep sells to.

Non-Profits 162

Non-Profits Cold Call Tradeshows Sales 162

Partners in Excellence

APRIL 22, 2015

We don’t have to prospect, find, qualify, do need/requirements discovery. And there are other important digital (and, surprisingly non digital resources like conferences and tradeshows) that are part of what customers are doing during that 57%. A conclusion we all draw from this is the role of the sales person has changed.

Customers 109

Customers Tradeshows Education Sales 109