Partners in Excellence

AUGUST 23, 2017

Of course we know that not everyone is a prospect or a potential customer. One would never guess that is common knowledge based on emails and phone calls I receive. We were talking about prospecting and growing the qualified pipeline. ” Not everyone is a customer or a prospect. We Need More Wins!

Prospecting 62

Prospecting Customer Sales Qualified Lead Pipeline 62

Hubspot Sales

SEPTEMBER 19, 2019

To ensure that your prospects receive a consistent message from your team, your product, marketing, and sales teams should all be utilizing the same playbook. Finding questions or support: Sales reps should know how to find answers to questions and support, for themselves and their prospects. Utilize a knowledge base or academy.

Hiring 144

Hiring Training Case Study Hubspot 144

Zoominfo

JUNE 24, 2018

Build an online knowledge base: A Forrester Research study shows customers make the most frequent use of knowledge bases compared to other self-service channels ( source ). But what is a knowledge base, exactly? Contact ZoomInfo today to learn how our contact database can connect you with new prospects.

Customer 133

Customer Social Media Discount Knowledge Base 133

Hubspot Sales

DECEMBER 4, 2024

According to HubSpot's 2024 AI Trends for Sales Report , 26% of sales folks are using AI for customer research and sales enablement copy; this means that, in the long run, your audience is more likely to convert (because they’re being well-prospected to, which is half of the customer retention battle) with AI involved.

Benefit 91

Benefit Data Social Media Customer Service 91

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. These foundational elements provide the knowledge base necessary for sales teams to navigate the complexities of virtual environments confidently.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Hubspot Sales

DECEMBER 23, 2021

In this instance, you wouldn't be offering an upgraded version of the software the prospect purchased, you'd be selling them separate products that can complement one another in the interest of alleviating their pain points. Blog posts and knowledge base content also provide compelling ways to start the cross-sell or upsell process.

Forecasting 141

Forecasting Knowledge Base Buyer Persona Software 141

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. With that statistic in mind, think about how many qualified prospects are already interacting and engaging on these platforms.

Social Selling 137

Social Selling Training Social Media How To 137

Hubspot Sales

SEPTEMBER 4, 2024

Automatically generate reports based on various metrics and KPIs. You sell faster because your sales reps spend more time speaking to prospects and less on admin work. You can also automate reminder emails to a prospect a day before a meeting to reduce the risk of a no-show. The result?

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

Hubspot Sales

DECEMBER 8, 2017

Calculate this along with a slew of other profit-based metrics with Profit Story. Get real time notifications of when prospects or customers open your emails. Scores of potential prospects lost in one fell swoop. When a prospect is ready to commit to a contract, a rep is going to get them to sign, come hell or high water.

CamCard 145

CamCard Microsoft Hubspot Travel 145

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. Without rich content to complement their buyer’s journey, prospects and leads most likely won’t stick around to make a purchase. Well, content has become more important than ever for B2B buyers and decision-makers. But that’s not all.

Collateral 124

Collateral Case Study Retention Hubspot 124

Hubspot Sales

NOVEMBER 22, 2017

Urgency gives your prospects a reason to move forward and overcome inertia. Your product could be a great fit for your prospect. But unless they feel a sense of urgency, your prospect won't buy. Ask the right questions -- like the ones below -- and get your prospect to realize they’re unhappy or dissatisfied. Did you?".

Tourism 56

Tourism ACT Face-to-face Knowledge Base 56

A Sales Guy

OCTOBER 8, 2013

This knowledge helped him identify an entirely different set of questions and approaches to addressing the invitation companies objection and inability to see the value of his company’s service. Knowledge is critical in selling. They more you know, about more things, the more value you will bring to your prospects and customers.

Knowledge Base 111

Knowledge Base Advertising Advertising Revenue 111

Fill the Funnel

SEPTEMBER 19, 2010

A useful web tool that you can use in prospecting, relationship building, lead nurturing and strengthening your reputation. Customers/prospects are searching online already, why not give them a place to learn. I have grown to value it’s efficiency and I am incorporating it into our client-facing business operations.

Lead Rank 83

Lead Rank Lead Scoring Leads Marketing Qualified Lead 83

Vengreso

MAY 9, 2019

How to use existing LinkedIn connections to get referrals to your prospects. How to follow your prospects strategically and get on their radar through engagement. This episode gives you the basics of how to use the most prominent business-oriented social media platform to connect with prospects who fit your buyer persona perfectly.

LinkedIn 101

LinkedIn Conversion Referrals Buyer Persona 101

Hubspot Sales

MAY 19, 2020

By tracking how your site is registering with prospects, you gain insight into their buying intentions and what aspects of your UX and messaging are most effective. Ultimately, tracking website activity lets you know your prospects and leads better. The practice offers perspective on what kinds of visitors your site is appealing to.

Google Analytics 126

Google Analytics Tools Hubspot Analysis 126

HeavyHitter Sales

SEPTEMBER 9, 2011

Lesser-performing self-made salespeople are not as fluent in these languages, so they tend to focus on likability and friendliness with prospective customers. From this knowledge base, salespeople can predict what will happen and what they should do in light of what they have done in the past. Modeling of Experiences.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Sales Hacker

SEPTEMBER 1, 2021

The next couple of hours are a mad scramble to find the right info and get answers over to their prospect. Reduce prospect fatigue. Here’s my old breakdown: General Research (30 to 60 minutes): General research covers everything a prospect might ask about—products, features, use cases, integrations, and so on.

Follow-up 107

Follow-up Top of Funnel Call-back ROI 107

A Sales Guy

AUGUST 26, 2013

Therefore, if you’re smart and you’re blogging about the industry, the products, the market, the problems and the challenges of your space, you increase the chance that new customers and new prospects find you. When you have your own blog, prospects have a way of finding you. Here’s a vision for you.

Social Media 131

Social Media Media Google Networking 131

Hubspot Sales

SEPTEMBER 30, 2019

As the industry shifts and new thought leaders emerge, reps can use the knowledge from these publications to stay in touch with new best practices and continuously build their knowledge base. Objection handling training exercises. Task your reps with identifying what the problem is to which the obscure item is the solution.

Hiring 144

Hiring Training Exercises Hubspot 144

Sales Hacker

DECEMBER 21, 2017

Optimization of Sales Tools, Knowledge Base and other Assets. Content and knowledge base management. Management of knowledge base and content assets. Optimization and Implementation of Sales Process. Sales Activities. Lead Generation. Conversion Rates. Implementation of Sales Frameworks, and Methodologies.

Sales Operations 105

Sales Operations Top of Funnel Hiring Scale 105

Highspot

JANUARY 28, 2024

To boost the chances of turning those prospects into actual customers. They use these pieces of content to engage prospects. Clarify Your Offerings Developing product collateral presents prospects with a straightforward value proposition and benefits of your product or service. This can be telling.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Hubspot Sales

DECEMBER 3, 2019

A CRM, or Customer Relationship Management software, is a digital resource businesses use to manage all of their relationships with prospects and customers. Sales automation is meant to streamline a company’s sales process, enabling its reps to spend more time interfacing with prospects and bringing customers on-board.

CRM 131

CRM Software Software Analytics 131

RingDNA

MARCH 31, 2025

Sales Tech Consolidation Strategies The sales tech landscape has become increasingly complex, with many teams using multiple tools for prospecting, engagement, automation, and reporting. Create an internal knowledge base with video tutorials, step-by-step guides, and FAQs. Provide ongoing reinforcement.

Sales Operations 62

Sales Operations Trends Lead Rank Scale 62

Cience

DECEMBER 1, 2020

Knowledge Base. Asynchronous resources in your knowledge base are vital to any updates or changes to your products or services. Make knowledge base articles and videos more available with a few easy clicks so nobody is left in the dark. It’s predictable and everybody’s doing it. Identify Signs of Churn.

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

Crunchbase

JANUARY 24, 2022

Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. They help answer technical questions for prospects, highlight the value of the product, and shepherd the buyer through the buying process. The ISC is a trusted adviser for the prospect. Search less. Close more. Not exactly.

Scale 98

Scale Hubspot Lead Rank Engineering 98

Cincom Smart Selling

JUNE 30, 2015

Engaging Prospects. As a consequence, sales folks are expected to deliver value to prospects from the beginning. Prospects aren’t interested in pitches, they are interested in learning useful things and attaining knowledge that is immediately or at least, potentially useful to them. Source: iStock | ThinkStock.

Prospecting 48

Prospecting Construction Telemarketing Promotion 48

Hubspot Sales

NOVEMBER 22, 2017

Whether software-, skills-, or subject matter-specific certifications, find out what’s important in your industry and invest in expanding your knowledge base. Be honest when you can’t meet a prospective client’s needs, and be proactive about introducing them to someone who can. 5) Choose a target market.

Lead Rank 145

Lead Rank Ideal Customer Profile How To Hiring 145

John Barrows

FEBRUARY 6, 2019

iLibrary – easy to navigate knowledge base for those who work in the field. That’s why we’ve developed and implemented a number of tools that help provide systematic and highly effective reinforcement: Educational games – pre-set game series to revise training material.

Strategy 128

Strategy Education Scale Retention 128

Vengreso

MAY 9, 2019

How to use existing LinkedIn connections to get referrals to your prospects. How to follow your prospects strategically and get on their radar through engagement. This episode gives you the basics of how to use the most prominent business-oriented social media platform to connect with prospects who fit your buyer persona perfectly.

LinkedIn 78

LinkedIn Conversion Referrals Buyer Persona 78

A Sales Guy

AUGUST 31, 2015

I’ll be breaking from the pack and talking about social learning and how you can use social to increase your knowledge base around your customers, your competitors, the industry, your business acumen, trends, your product and more. If you’re using social only for prospecting, you’re only getting half the value.

Social Selling 60

Social Selling Up-Sell Social Media Knowledge Base 60

A Sales Guy

AUGUST 31, 2015

I’ll be breaking from the pack and talking about social learning and how you can use social to increase your knowledge base around your customers, your competitors, the industry, your business acumen, trends, your product and more. If you’re using social only for prospecting, you’re only getting half the value.

Social Selling 60

Social Selling Up-Sell Social Media Knowledge Base 60

Hubspot Sales

MAY 16, 2025

Search and knowledge access. These search agents can comb through massive knowledge bases, Slack threads, documents, databases, and more to surface exactly what youre looking for in seconds. HubSpot's Breeze Prospecting Agent Get Started With Breeze Prospecting Agent. Examples of AI Agents for Business 1.

Onyx 52

Onyx Lead Rank Hiring Small Business 52

Pipeliner

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. Depending on who you talk to, there are various definitions of “sales enablement.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Hubspot Sales

JULY 27, 2023

Prospect and Lead Management A steady stream of leads keeps businesses afloat. Even if one customer leaves, there are more prospects who can replace them. Naturally, this will only happen if you have an effective prospect and lead management strategy. Scheduling calls and sending follow-up messages to prospects.

Sales Enablement 98

Sales Enablement Lead Rank Lead Scoring Strategy 98

Sales Hacker

JUNE 3, 2021

Because I had found success with the CRM I was using, I decided to use the same software I had built the landing page with as a CRM for my sales efforts since it collected all the basic prospect information I sought. After asking prospects to fill out their email information in a form, I acquired a few hundred prospects’ email addresses.

B2C 100

B2C CRM B2B Ideal Customer Profile 100

Highspot

JUNE 19, 2025

A personalized sales email that addresses a prospect’s specific challenge, such as a CRM solution for managing leads, demonstrates that you are paying attention and genuinely care. Customer engagement for sales Sales engagement builds long-term trust.

Lead Rank 52

Lead Rank Webinar Metrics Lead Scoring Strategy 52

Sales Hacker

MARCH 18, 2020

Now that customers understand and use technology on a daily basis, every conscious business must strike a balance between human and machine to better prospect-lead and make sales. This time could be better spent talking to prospects. Sales begins with the relationship between the customer and the business.

Lead Rank 118

Lead Rank Lead Scoring Marketing Qualified Lead Sales Qualified Lead 118