Martech

SEPTEMBER 26, 2024

The lack of a single point of contact and an internal champion To develop a clear narrative and generate successful story ideas, agencies need one reliable contact who can provide consistent feedback. Don’t make the mistake of using meetings to review activities. The business intelligence for data journalism pitches.

Territory 131

Territory Contact Pitch Cross-sell 131

Heinz Marketing

SEPTEMBER 24, 2024

Prospecting and Lead Generation Challenge : Finding qualified leads is time-consuming, and SDRs often spend hours searching for contact information and gathering data to assess lead quality. Note: You will need LinkedIn Sales Navigator to get contact info from 6sense; 6sense serves up visitor info but not contact info.

Objectives and Key Results 104

Objectives and Key Results GTM CRM Follow-up 104

Iannarino

JULY 7, 2021

Here is the scenario: You are meeting with your prospective client. However, to gain this meeting, you had to agree to follow a list of rules your prospective client provided. You may not try to develop any personal rapport with the contact, including asking questions about their personal life.

Sell 328

Sell Cold Call Contact Clients 328

Iannarino

JULY 4, 2021

Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts. In early conversations, your intentions must focus on creating value for your contacts. When you are too committed to your end goal, you will not create enough value for your contacts.

Contract 337

Contract Contact Clients Prospecting 337

Martech

JULY 25, 2024

Meetings often involve stakeholders from different departments, so focusing only on key decision-makers may overlook the broader buyer group journey. Notably, over 70% of these interactions occur before any member of the buyer group contacts the sellers. Are these contacts in your CRM system? What is a buyer group?

B2B 130

B2B Legal CRM Lead generation 130

Iannarino

SEPTEMBER 17, 2022

Most of the time, you failed to acquire the meeting, but occasionally, some nice person would agree to your request. Having been told no by the rest of your contacts, you'd look for another contact in another company. You would decide to call these contacts who refused to meet again after two quarters have passed.

Cold Call 263

Cold Call Campaign Contact Meeting 263

Iannarino

AUGUST 29, 2022

You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the contacts we need, and our company has given us a script to use when calling them. The date on that document is more than a decade old, but both of us use it anyway when we ask for a meeting.

Cold Call 279

Cold Call Contact Clients Prospecting 279

Iannarino

SEPTEMBER 25, 2022

A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The first signs showed up in 2001 when I noticed that there were more stakeholders in meetings. Eventually, I ran into contacts who asked me not to use a slide deck.

Contact 267

Contact Meeting Conversion 267

Veloxy

JUNE 24, 2021

Simply nodding, maintaining eye contact and smiling will help create a receptive and positive atmosphere. . Eye Contact. Non-Verbal Cues to Watch Out For in Meetings. While prospects are quite focused on what you’re going to say during sales meetings, body language plays a crucial role in the sales conversation.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Iannarino

JANUARY 1, 2023

A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer more potential. A confirmed second meeting is a positive factor worth considering, but what is often greater proof you have a real opportunity is the presence of a sales champion.

Contact 278

Contact Sales Meeting 278

Iannarino

MARCH 6, 2023

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

Prospecting 292

Prospecting Pipeline Contact B2B 292

Martech

DECEMBER 11, 2024

“When you talk about AI, contact centers and customer experience, I think thats the best use case to illustrate return on investment,” said Luiz Domingos. “We had started that in 2019 with Google CCAI [Contact Center AI]. Healthspan was interested in the virtual agent to help meet its contact center challenges.

Customers 110

Customers Contact Service Represent 110

Iannarino

OCTOBER 19, 2023

Occasionally, you will meet one of these people in a conversation; other times they could be a contact. Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a foundation for decisions. Even though you sell B2B , you will encounter many people who lack business acumen.

Conversion 287

Conversion Contact B2B Meeting 287

Iannarino

OCTOBER 20, 2023

If your contact already knows everything you tell them, it is difficult to create value for them in the sales conversation. This is one reason why buyers refuse a second meeting with a salesperson. One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know.

Strategize 286

Strategize Contact Clients Meeting 286

Iannarino

MAY 24, 2022

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. It also betrays the One-Down person's belief that they are going to fail to acquire the meeting they need.

Prospecting 290

Prospecting Contact Clients Meeting 290

Martech

OCTOBER 25, 2024

A follow-up sequence keeps the momentum going and turns attendees into engaged contacts. Re-engagement campaigns Contacts go cold over time if you don’t reach out. Meeting or demo no-shows No-shows happen, but they don’t have to mean a lost opportunity. Event follow-up Don’t let event connections go cold.

Appointment 117

Appointment Follow-up Contact Start-ups 117

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? Hubspot explains how to set up video for sales meetings. Wrap TouchPoints Around Meetings. 10 Steps to Building a Virtual Selling Team.

Sell 317

Sell Education CRM Up-sell 317

Iannarino

FEBRUARY 20, 2023

It isn't easy to schedule a meeting with your dream client. 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.

B2B 273

B2B Contact Sales Clients 273

Iannarino

DECEMBER 4, 2022

Various studies show that they spend about 35 percent of their total time on sales and the rest on administrative tasks and meetings with people other than contacts or clients. There is research indicating that salespeople spend very little time actually selling.

Contact 280

Contact Clients Meeting Sell 280

Iannarino

JULY 3, 2021

You are always better off identifying yourself, sharing the reason for your call , explaining the value you are offering in trade for your prospect’s time, and then asking them for a meeting. Do Good Work: Ask yourself if you would appreciate the approach you use to ask for a meeting.

Cold Call 325

Cold Call Pitch Retail Clients 325

Iannarino

JUNE 23, 2021

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. Instead of hinting at intrigue, you need to trade value for the time you are asking your contact to give you. It also suggests that you need to improve your ability to command a meeting.

Appointment 300

Appointment Clients Sales Trust 300

Martech

NOVEMBER 6, 2024

Managers can now seamlessly segment and automate contact enrollment without switching between tools, streamlining marketing activities and enhancing workflow efficiency. How it helps you This update streamlines the process of adding personalized URLs stored in contact properties, such as tailored offer links or personalized landing pages.

Objectives and Key Results 114

Objectives and Key Results CRM Contact Pipeline 114

Iannarino

JULY 22, 2021

In sales, the mounting evidence of one inflection point was mostly unrecognized around twenty years ago, except by those who noticed many more stakeholders in their sales meetings than they’d seen the year before. Instead, they wanted to “talk” and “ask questions.”. Instead, they wanted to “talk” and “ask questions.”.

Technique 315

Technique Growth Clients Contact 315

Salesforce

AUGUST 6, 2024

To aid in this, the company developed a tool called Penny, an AI agent that’s automatically invited to all meetings. It can do this by comparing meeting summaries against the company’s broader objectives. For example, it knows which customers prefer to be contacted by text, email, or phone.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Iannarino

JULY 3, 2022

When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable commodity: their time. The single reason your contacts say no to a request for a meeting is that they believe it is a waste of their time.

Contact 219

Contact Meeting Clients Prospecting 219

Iannarino

MAY 2, 2024

In an era dominated by digital screens, the profound advantage of investing time with your contacts cannot be overstated. Participate in Planning Sessions : Several clients extended invitations for me to attend their planning meetings, granting me access to key leaders and pertinent documents.

Clients 229

Clients B2B Contact Follow-up 229

Iannarino

MARCH 2, 2023

This makes your contact One-Down , lacking the information and experience that would ensure they make the right decision. Without educating your contacts about these key topics, you create uncertainty, which is the opposite of what your client is looking for. This approach is often too fast, and it leaves your contacts behind.

B2B 284

B2B Contact Clients Entertainment 284

Veloxy

NOVEMBER 29, 2022

Field Sales Engagement is the process of engaging prospects, leads, and customers in face-to-face meetings. Such a solution helps kickstart the effort to maximize face-to-face meetings weeks, if not months before a territory visit. This is especially true after a hiatus of sorts during Covid.

Territory 246

Territory CRM Sales Contact 246

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Be so inspired by your email that they contact a competitor that offers similar products or services. Use technology to simplify the process.

Closing 85

Closing Quota Healthcare Tradeshows 85

Martech

SEPTEMBER 12, 2024

Buy Profile Playbook / Contact Strategy provides a list of key buyers, contact information, personalized narratives and recommendations for how and when to engage. Meeting Prep Assistant creates a topic-specific agenda with targeted discovery questions. Account Plan Creator generates a structured account strategy.

Cross-sell 112

Cross-sell Construction Legal Contract 112

Martech

MARCH 6, 2025

Dig deeper: How ABM systems are evolving to meet changing B2B buying behaviors Phase 2: Understanding the modern ABX framework Modern ABX represents a fundamental shift in how we think about account-based strategies. These are groups of accounts and contacts showing an observable propensity to engage with marketing based on multiple signals.

GTM 109

GTM B2B Contact Campaign 109

Sales Gravy

OCTOBER 31, 2024

Sales professionals now need digital skills, especially in social media, AI, and data, to meet today’s digital buyers. According to recent research, 68% of B2B buyers prefer to conduct their own research online before contacting a sales representative.

Trust 97

Trust Finance B2B Pitch 97

Iannarino

JULY 16, 2021

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. No one owes you a meeting. Sadly, many have given up hope.

Prospecting 300

Prospecting Cold Call Pitch Negotiate 300

Iannarino

AUGUST 2, 2021

Likewise, while checklists can help you plan and move through meetings, few of the target outcomes could prove that the deal was real, that it was progressing, and that the salesperson had a high probability of winning the client’s business. No more pushy sales tactics.

Process 328

Process Sales Clients Conversion 328

Veloxy

JANUARY 7, 2025

All these strategies will allow you to minimize the time elapsed from initial contact to the closing of the deal. Regularly meeting and communicating openly with your sales and marketing teams will encourage collaboration. It also keeps the solution fluid and ensures thatit meets your current business requirements.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Martech

SEPTEMBER 20, 2024

To that end, be sure you have the contact information available at all times. It’s essential that you can ensure the vendor is meeting their obligations. Notify the correct government entities: Depending on your industry and location, you may need to contact law enforcement, regulators or the State Attorney General.

Government 120

Government Legal Contract Commission 120