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November 2, 2020
Marketing Strategy

How can outbound marketing speed up B2B prospecting?

As Dan Zarrella, award-winning marketing scientist at Hubspot, Inc. said: Marketing isn’t magic. There is a science to it. Although outbound marketing has been subject to considerable criticism in the last couple of years, future-thinking businesses are still counting on it.  Inbound

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September 7, 2020
B2B Data Sales Strategy

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

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August 31, 2020
Sales Strategy

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

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August 24, 2020
Sales Strategy

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

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August 17, 2020
Sales Strategy

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

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June 3, 2020
Sales Strategy

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

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May 25, 2020
B2B Data Sales Strategy

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

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May 12, 2020
Sales Strategy

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

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May 11, 2020
Sales Strategy

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

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April 9, 2020
B2B Data Sales Strategy

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

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