Martech

AUGUST 26, 2024

Dig deeper: MarTech’s B2B marketing experts to follow Updated prompt: Here’s one way this prompt could be refined to gather more specific, actionable information. Context) In addition to your other context, you are a CMO for a B2B technology company in a D+ phase for continued growth including renewals. Processing.

B2B 113

B2B Target audience/market Campaign Technology 113

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.

Prospecting 300

Prospecting Cold Call Pitch Negotiate 300

Iannarino

SEPTEMBER 5, 2022

Prospecting in B2B sales is different than the other types of sales. A salesperson who sells to the government (B2G) is going to need to make sure they are on every list to ensure they receive a request for a proposal (RFP). A B2C salesperson is going to reach out to customers by phone, mail, or door-to-door.

B2B 199

B2B Prospecting B2C Government 199

Iannarino

SEPTEMBER 12, 2023

There are several reasons one might fall behind the changes in B2B buying and B2B selling. They can be like a prospective client that believes what they do is good for all seasons, even if they haven’t made changes in five decades. Just like our clients fall behind, sales organizations can miss an inflection point.

B2B 295

B2B Sales Clients Prospecting 295

Tibor Shanto

OCTOBER 12, 2021

Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. Prospecting is a core element of sales success, so anything done to avoid is counterproductive.

Prospecting 288

Prospecting Drivers/motivators Cold Call Gaming 288

Iannarino

FEBRUARY 17, 2023

There is an old fable by Aesop about the ant and the grasshopper. The ant is industrious, diligently working through the summer and preparing for winter. The grasshopper is playing, avoiding work. Aesop's lesson is that those who don't do the right thing, in the right way, at the right time, will suffer later.

Prospecting 286

Prospecting B2B Sales 286

Tibor Shanto

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

Prospecting 283

Prospecting Objectives and Key Results Cold Call Conversion 283

Sales Gravy

MARCH 25, 2025

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. In B2B sales randomness is the enemy of effectiveness.

B2B 87

B2B Appointment Inside sales Pitch 87

Iannarino

MARCH 2, 2023

—The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations.

B2B 284

B2B Contact Clients Entertainment 284

SaaStr

DECEMBER 28, 2024

Dear SaaStr: How Much Does a Typical B2B SaaS Company Spend on Digital Marketing per Year? Upload your list of prospects, and at least retarget them on X, LinkedIn, Facebook, Google etc. But overall, most B2B SaaS companies struggle to find enough digital places to deploy capital than have even mediocre (1x) returns.

B2B 104

B2B E-commerce B2C Niche 104

Iannarino

MARCH 16, 2023

The writer Kurt Vonnegut used to tell his students to "pity the reader." Vonnegut wanted his students to slow down and think of the poor soul who would have to endure their writing. The goal was to improve their writing. My first editor once told me that if someone could say something in 500 words, I could say it in 1,500 words.

Prospecting 298

Prospecting B2B Sales 298

Hubspot

SEPTEMBER 12, 2024

A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. who make purchasing decisions for their teams (hereafter the 2024 B2B Buyer survey) found that half of them find the B2B buying experience outdated. Table of Contents What Is a B2B Buyer? B2B Buyers vs. B2C Buyers Who Are Your B2B Buyers?

B2B 81

B2B B2C Tradeshows Contract 81

Iannarino

MARCH 13, 2023

In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , you will find one of the most powerful sales strategies for acquiring a first meeting with a prospective client.

Meeting 278

Meeting B2B Cold Call Sales 278

Iannarino

MAY 8, 2023

It is rare that salespeople default to prospecting, looking instead for other sales-related work. That contact may have been living in your CRM for a year or more, but the B2B sales process may have stalled.

Prospecting 258

Prospecting Contact CRM Sales 258

Iannarino

NOVEMBER 4, 2023

Several events and decisions have changed B2B sales in ways that harm sales organizations, salespeople, and their prospective clients. The problems combine to eliminate a domination strategy:

B2B 255

B2B Sales Clients Prospecting 255

Iannarino

FEBRUARY 3, 2023

B2B buyers have raised their standards. When your sales conversation doesn't create value for your prospect, it provides a poor and inadequate B2B sales experience. They now resist the self-oriented legacy approach to sales, which are typically designed by a marketing team.

Sales Experience 276

Sales Experience Contact B2B Sales 276

Iannarino

MARCH 3, 2023

These approaches relied on a B2B sales process that directed salespeople to avoid answering a prospective client's questions. Many of the older, outdated sales approaches forbid salespeople from answering questions about price. This stemmed from fear.

Price 282

Price B2B Contact Sales 282

Iannarino

FEBRUARY 1, 2023

There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more , something most people would recommend. You might also improve by working on your interpersonal skills, especially your ability to communicate.

B2B 284

B2B Prospecting Sales 284

Iannarino

APRIL 12, 2023

The email that found its way to my inbox states that the company will pay me $100 for meeting with one of their salespeople. Less expensive companies offered me a $50 gift card to Amazon or Starbucks. This offer is attractive for someone who buys many books. Still, I reject the offer by clicking delete.

Meeting 273

Meeting Prospecting B2B Sales 273

Iannarino

JANUARY 18, 2023

The B2B leads that show up in your CRM courtesy of your B2B marketing function and their marketing strategy are not ready to buy. They match the ideal customer profile (ICP) and meet the criteria of your company's lead scoring, but that doesn’t mean they are true opportunities.

B2B 259

B2B CRM Meeting Customers 259

Iannarino

AUGUST 25, 2022

Do you have login fatigue? I know I do.

Prospecting 249

Prospecting B2B Sales 249

Iannarino

FEBRUARY 20, 2023

If you are in an industry where you must practice competitive selling , you are not the only B2B salesperson asking for a contact’s time. Between you and the many other B2B sales teams calling on your potential customer, your contacts are overwhelmed and overrun by the immense cold outreach each day.

B2B 273

B2B Contact Sales Clients 273

Iannarino

MARCH 6, 2023

B2B salespeople need to create a pipeline of new opportunities to achieve their goals. To do this, the salesperson will need to contact potential customers over time, identifying and scheduling a first meeting with potential buyers.

Prospecting 292

Prospecting Pipeline Contact B2B 292

Iannarino

APRIL 5, 2023

Reaching prospective clients will be more challenging in the future. To understand why, we must consider the communication environment we share with our prospective clients and target audiences. I know, you think it’s difficult enough now, but the regulatory environment is going to become more restrictive.

B2B 345

B2B Contact Clients Prospecting 345

Iannarino

MARCH 3, 2024

If you asked a group of salespeople about the relationship they want with their clients and prospects, you would hear the phrase trusted advisor. No one would argue against the idea that being a trusted advisor is the high-water mark in B2B sales.

B2B 265

B2B Trust Clients Sales 265

Sales Pop!

OCTOBER 20, 2021

With so many professionals on LinkedIn, it’s no wonder that the platform is a powerful resource for B2B marketing. Here, we’ll go over some benefits and strategies to help you automate B2B marketing and generate leads on LinkedIn. LinkedIn Lead Generation for B2B. Give your prospects instant gratification.

Lead generation 228

Lead generation B2B Closing Cold Call 228

ClickFunnels

AUGUST 17, 2021

The post The Best Sales Prospecting Tools To Use For Your Business appeared first on ClickFunnels. Sales prospecting can be a great way to get a new business off the ground. Today we are going to take a look at the best sales prospecting tools that can help you to: Find prospects. Reach out to prospects.

Prospecting 244

Prospecting Price CRM Pitch 244

Iannarino

MAY 4, 2022

Does cold calling apply in the modern B2B sales development space? That’s where my B2B cold calling tips come into play. Considering that more than half of C-level execs want sales professionals to reach out to them via phone, I’d say it does. But how can you use this method to maximize sales?

Cold Call 268

Cold Call B2B Sales Prospecting 268

Sales Hacker

JANUARY 14, 2025

Cause like Monday, most like on the prospect side, like everyone’s in like internal operating rhythm meetings. And, you know, I think of a company called Memo who hosts 10 to 15 prospective buyers at each dinner event. Um, you know, being a student of your prospect or customer can actually go like a really long way.

GTM 108

GTM Growth B2B Pipeline 108

Iannarino

MARCH 26, 2023

It doesn't create value for your prospective client. Every sales organization and sales professional must choose between two sales approaches : traditional and modern. The traditional approach positions the company and their product. The second approach, the modern approach creates value for decision-makers and their stakeholders.

B2B 306

B2B Sales Clients Prospecting 306