Partners in Excellence

FEBRUARY 7, 2023

As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. I know thousands of sales people will be forwarding this article to their managers, saying, “This guy says outbound is dying, I don’t need to do more prospecting!” We have to capture attention.

Tradeshows 132

Tradeshows Construction Prospecting Conversion 132

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 67

Sales Experience B2B Prospecting Tradeshows 67

Hubspot

SEPTEMBER 12, 2024

While the pandemic normalized remote work, I still find in-person meetings at conferences and tradeshows crucial to building real relationships with your prospects and gaining their trust. Ninety-five percent use the software to some degree, 78% use it regularly, and only 5% don’t use it at all.

B2B 76

B2B B2C Tradeshows Contract 76

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. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 73

Closing Quota Healthcare Tradeshows 73

SaaStr

AUGUST 22, 2022

This might be a missed opportunity, if your customers and prospects are there. A related post here: How to Think About The Huge Expenses of Events and Tradeshows. But sometimes, it’s just not your DNA. That’s OK. But both strategies can work. If you know the playbook, and are intentional about which one you are running.

Tradeshows 94

Tradeshows Niche Start-ups Closing 94

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

APRIL 15, 2021

25 ready-to-use prospecting email templates for startups (Guaranteed to get a Response). We’ve worked with [ Name the clients who are your prospect’s competitor or are into similar business], helping them to get a 47% increase in the average session time and an overall 15% increase on CTR with a customizable [ your product name].

Prospecting 52

Prospecting Real Estate Tradeshows Follow-up 52

Partners in Excellence

APRIL 12, 2023

” Or buyers used to source their information from sellers (and conferences/tradeshows), but then discovered Google and the power of the web. We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach.

Assembly Line 99

Assembly Line Customers Tradeshows Manufacturing 99

SaaStr

FEBRUARY 28, 2020

They avoid the same tradeshows. Market (carefully) to all lost deals — not just current prospects. Q: How do you pull your SaaS competitor’s customers to your SaaS instead? You have to be where your competitors are. You have to show up. Many startups try to avoid the places their larger competitors are.

Tradeshows 97

Tradeshows Customers Contract Start-ups 97

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. VIPs Regular Customers Priority Prospects Media Internal customers Analysts /press ls your CRM data available and up-to-date?

Tradeshows 47

Tradeshows Appointment Follow-up Teamwork 47

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. Salespeople spend just one third of their day talking to prospects and spend 21% of their day writing emails. What is Sales Productivity?

Product 96

Product Tradeshows Appointment CRM 96

Heinz Marketing

MAY 18, 2023

Another way to collect data are list imports which most likely come from events or tradeshows. Similar to list uploads, there will be times where sales reps are prospecting and adding new contacts. Again, this might seem like a no brainer but, if you are using hidden UTM fields make sure you’re adding UTMs to URLs.

Tradeshows 108

Tradeshows Consult B2B Contact 108

Veloxy

MAY 3, 2022

Number of prospects. Most people wait for the next regional seminar or national tradeshow to discover future practices. Make continual improvement easier and more enjoyable for them by trimming down the list to these ten sales resources that are interactive and insightful. Sales Calculators. Sales can be an intimidating numbers game.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Martech

NOVEMBER 19, 2021

It may be something like, “Our goal in this sprint is to launch a micro-campaign to reach prospective buyers in the Seattle area for our new cold brew coffee flavor of the month. It’s not a list of every item expected, but rather what success would look like for the team at the end of the week or two. Can we get that done this sprint?”.

Tradeshows 113

Tradeshows Campaign Technique Launch 113

Partners in Excellence

APRIL 12, 2022

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. And customers/prospects always seemed to find each other, pick up the phone and share experiences. And now we have the ability to move much of that online.

Retail 136

Retail Tradeshows Territory Up-sell 136

SBI

JANUARY 21, 2020

NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. NANCY: HOW DOES YOUR SOLUTION HELP SELLERS IMPROVE THE BUYING EXPERIENCE? .

Tradeshows 44

Tradeshows Inside sales CRM Follow-up 44

Score More Sales

OCTOBER 30, 2014

When your sales people reach out to a prospective buyer who is an executive in a company, one of the first things they do is go look at your website to better understand if they want to give up their valuable time to meet or talk. Inbound Marketing. Buyers go online to find the products and services you offer – every day.

Tradeshows 86

Tradeshows Represent Inside sales B2B 86

Salesmate

APRIL 10, 2020

If you think your sales reps will just call, use their charm and convince the prospects. Most startups are so engrossed in selling their product that they give less attention to the prospective buyer’s problems. First discover the prospects’ goals, problems, and challenges. Sales fact 2: Prospecting should be strategized.

Tradeshows 93

Tradeshows CRM Pipeline Follow-up 93

Martech

JANUARY 13, 2022

Marketo Sales Insight to drive account and prospect intelligence to sales. Tradeshows, seminars, and events. Dynamic interactions with customers on a website. Marketing analytics to prove and improve business impact. Predictive content ensures best fit assets are presented. Marketo Sales Connect to coordinate sales and marketing.

E-commerce 124

E-commerce Tradeshows CRM Healthcare 124

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

ConversionXL

MARCH 17, 2021

Canceled events and tradeshows increased the focus on outbound activities. This intent data helps identify what stage of the buying journey your prospect is so that you can personalize your outreach message with the right call to action. Suggest which prospects you can reach out to to book an introductory call.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

SalesLoft

SEPTEMBER 15, 2015

The top of the funnel goal for your business should never be to collect a bunch of data with business cards or badge scans, it should be to connect with ideal prospects, start a real relationship, and book an actual qualified appointment. Tradeshow “demos” don’t count. Recycle the ones (many) who don’t reply.

Appointment 52

Appointment Tradeshows CRM Quota 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. Here’s how a CRM helps you grow your start-up-. Helps you collect leads coming from different sources .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Heinz Marketing

MAY 18, 2023

Another way to collect data are list imports which most likely come from events or tradeshows. Similar to list uploads, there will be times where sales reps are prospecting and adding new contacts. Again, this might seem like a no brainer but, if you are using hidden UTM fields make sure you’re adding UTMs to URLs.

Tradeshows 59

Tradeshows Consult B2B Contact 59

Sales Hacker

APRIL 8, 2021

A prospect comes to a webinar. Prospect tells the AE “This is awesome, but we’re too busy. Prospect declines. A sequence about the tradeshow happening in two weeks is only possible if marketing pays for a booth, so if a lead responds to it, marketing deserves credit. So far, so good. Here are two scenarios.

B2C 97

B2C E-commerce Tradeshows Commission 97

Hubspot

OCTOBER 31, 2022

Sixty-six percent pointed to referrals, 47% to social media, and 44% mentioned tradeshows and events. Maybe you’ll pot people who are particularly interesting to you, including potential prospects. Engage your prospects in a conversation, and try to learn about their needs and challenges. How to Build Your Sales Network.

Networking 73

Networking GTM Referrals Tradeshows 73

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

JANUARY 21, 2020

NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . PETE: Once again, it’s a case of looking at your prospect’s experience as they approach your company. NANCY: HOW DOES YOUR SOLUTION HELP SELLERS IMPROVE THE BUYING EXPERIENCE? .

Tradeshows 26

Tradeshows Inside sales CRM Follow-up 26

KO Advantage Group

DECEMBER 2, 2021

Do this today: Connect with prospects, clients, and companies in these spaces. Manufacturing companies can create their own and invite their clients and prospects to it, such as this great example. Consider creating your own public Slack channel for your clients and invite your prospects to join. 20-minute meetings.

B2B 62

B2B Agriculture Tradeshows Manufacturing 62

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 25

Tradeshows CRM Up-sell Prospecting 25

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

Tradeshows 36

Tradeshows Negotiate Contract B2B 36

SalesLoft

SEPTEMBER 3, 2015

It’s the perfect opportunity to meet these folks and make lasting prospect connections. Think about it — with email, it’s a whole lot easier for prospects to say “no.” Prospects fall through the cracks, avoid your calls and emails, and then before you know it, the demo disappears. But we all know what happens next.

Tradeshows 52

Tradeshows Appointment Meeting Consult 52

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

Partners in Excellence

OCTOBER 12, 2014

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing.

Tradeshows 94

Tradeshows Quota Territory Sales 94

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 72

Tradeshows Cold Call Technique Prospecting 72

SBI

FEBRUARY 24, 2021

Sales teams are further dependent on marketing teams for the data on prospective customers — as they’re unable to ‘press the flesh’ in person. But while the opportunity is significant in the digital realm, so is the pressure to capitalize on it.

Sell 38

Sell Customers Tradeshows Cross-sell 38

Hubspot

NOVEMBER 18, 2010

Demonstrate Online Growth and Statistics - When talking to Elizabeth Kaiser at Crisafulli Pumps she said her CEO now understands that the internet has changed how manufacturing companies need to market to their prospects and customers. “Tradeshows used to be the only way, and now people can click and go across the world.”

Manufacturing 62

Manufacturing Tradeshows Sell Contract 62