Does your business find that it is getting harder to keep sales prospects? Are your potential leads/buyers disappearing faster than you would like? Is it getting harder to grow your business as your opportunities are drying up? These things could … Continued
Despite the growing popularity of videos calls, most sales reps rely on phone calls to connect with potential clients. Why? Response: Calling a lead ensures you will receive a direct response. Personalization: Phone calls allow more room for personalization. Flexibility: … Continued
Sales Intelligence can be defined as the process of collecting data for the purpose of lead generation and/or building an Ideal Customer Profile. Ideally, Sales Intelligence data should include contextual information including organizational reporting structure, budgets, company initiatives, financials, personnel … Continued
Marketers utilize social media posts, email campaigns, and PPC ads to direct buyers to their site. But how do they know which platforms are effectively increasing their website traffic? That’s where an Urchin Traffic Monitor, or UTM, comes in. By … Continued
LinkedIn is a great prospecting tool for B2B sellers. Why? It’s wide-reaching. LinkedIn has over 756 million registered users and 57 million businesses. It’s packed with data. Each profile has a ton of info you can use leverage to build … Continued
B2B buyers spend a lot of time researching online and only rarely do they reach out to a sales rep. What does this mean for B2B sellers? Waiting for buyers to make the first step is a losing strategy. Fortunately, … Continued
Do you copy and paste your sales pitch into emails? This practice not only wastes your time, it can also lead to errors of miscommunication. You run the risk of skipping lines, a mistake which could cost you business. Our … Continued
Information concerning a business’s web-based consumption that provides insight into their interests is known as buyer intent data. When someone clicks on a blog, infographic, product review, or case study, they’re issuing an intent signal. Intent software picks up on … Continued
The total revenue opportunity for a specific product or service is known as the Total Addressable Market or TAM. This figure is especially important when you’re developing go-to-market strategies and presenting to potential investors. TAM helps you develop attainable goals … Continued
Businesses that adopt Account Based Marketing (ABM) utilize their marketing resources to target a specific set of accounts. This system requires sales and marketing teams to work together to identify the accounts that are most likely to become customers. This … Continued
An Ideal Customer Profile, also known as an ICP, is a set of characteristics which distinguish your most valuable customers. Not every lead is worth pursuing and an ICP helps you sort the good from the bad. Every sales team … Continued
Lead generation is a critical component of B2B sales. So much so that B2B sellers invest up to 25% of their time identifying leads. Cold calling has largely fallen out of fashion…so how are modern B2B sellers locating viable leads? … Continued
B2B sales is steadily growing harder each year. 84% of CEOs and VPs now use social media to make purchasing decisions. Contact data decays quickly making prospecting all the more difficult. Plus, the number of people involved in buying decisions … Continued
B2B contact data consists of email addresses and phone numbers for key decision makers. This valuable resource enables your sales staff to hone in on your target audience and it saves them the trouble of digging for contact info online. … Continued
As every salesperson knows, some leads will inevitably fall through the cracks. Whether it’s down to timing or a bad first impression, some prospects are liable to lose interest in your business. But just because your first attempt was unsuccessful … Continued
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