Why Sellers Leverage Account-Based Prospecting
There is an accelerating push for sellers to run targeted Account-Based campaigns. Industry players are encouraged to spot new opportunities during the economic slowdown, and targeting a constrained list of high-potential accounts is rapidly becoming a top priority. The reason is
Understanding the Hidden Costs of a Bad Lead
Experts have said for years that sellers need to prioritize lead quality over quantity. The great thing about pivoting to this strategy is that fewer—yet higher quality—leads provide sellers with the opportunity to close faster deals. This happens in part because
Don’t Try to Sell, Be a Trusted Advisor
B2B buyers have made dramatic leaps in terms of self-sufficiency. When a business issue is identified, 60% of buyers prefer to address it independently rather than interacting with reps who are instantly pushing for a sale. Julia Hubbel, President at The Hubbel
Cold Calling vs. Cold Emailing: How to Lead Highly Effective Sales Prospecting Conversations
The essence of all sales-oriented activities is trust; and trust is built when sellers accurately understand the prospect’s business problem, create value proactively, and establish credibility—all of which can be achieved through dialogue. Some sellers decide to lean on cold emailing
Strategic Prospecting vs. Cold Outbound: Which Strategy Helps SDRs Prospect Smarter?
B2B buying behavior has curbed sales activities. Now, as 70% of the buyer’s journey is being completed before Sales Development Representatives (SDRs) step in, sellers may have little opportunity to influence customer decisions. A prospect that is considering a purchase might
How Intent Data Sets SDRs Up for Successful Prospecting
As Sales Development Representatives (SDRs) hyper-personalize their outreach, they can increase pipeline by as much as 70%—or run up against a hard reality: “personalization is good,” explains Jack Veronin, “but relevance is better.” Relevancy is more than an offer, product, or
Sellers, It’s Time to Give Your Pitch an Edge
Sales pitching is a balancing act that requires strategic planning, genuine curiosity, and a well-rounded attitude. Top-tier sales representatives don’t interrogate their prospects through robotic pitches; they ask probing questions, listen intently, customize every interaction to the individual needs of their
The Secret to Improved Sales Connect Rates? Direct Dials!
Every time a sales professional is picking up the phone to call a prospect, the end goal is to improve the connect rate. The main reasoning behind this is obvious: your connect rate—or, to be more precise, the rate of attempts
Why B2B Account Based Targeting Works
Using ABT (ABM + ABSD + ABS) to Drive Your Revenue Account Based Targeting is the best way for many companies to drive sales results. Let’s start by looking at the top of the funnel with ABM. Terminus updated its definition
Account-Based and Intent-Driven Sales Prospecting
Sales prospecting is hard. SDRs or AEs who prospect can’t easily win without cutting-edge technology, diligent research, accurate data, and especially Account-Based Targeting with Intent-driven buying signals. A constant flow of clients may turn any business into a profitable company.