In a complex B2B sales environment, lead generation and prospecting can be costly and not a great return-on-investment for your sales and marketing departments.
In this free whitepaper, we would like to introduce a better lead generation process, using a market coverage strategy.Download
The are many incredible influencers in the B2B sales and marketing space – people that have been in the business of persuasion, closing, and prospecting for decades. We’ve assembled the best collection of Twitter feeds and blog pages from 100 key sales and marketing influencers, including: Links to Twitter profiles, Twitter usernames, Links to blog pages, RSS feeds for easy addition to your content aggregator of choice.Download
Although salespeople wish that they could get some answer – any answer – from a prospect, sometimes prospects just go silent for one reason or another. You send emails, leave voicemails, and the prospect is nowhere to be found. Use these nine techniques to wake up sales prospects that have gone silent. Included in this whitepaper: 6 email templates and tactics to wake up prospects, and 2 voicemail scripts to get prospect’s attentionDownload
When it comes to lead generation and filling your top-line sales funnel, there are really two choices: (1) You can hunt for leads yourself, or (2) hire an experienced hunter. In this free whitepaper, we intend to show a comparison between building an inside sales team internally or outsourcing the function to a third-party, like SalesStaff. The intent is not to sway the reader one way or another, but to lay out the key differences.Download
Humans are visual creatures. We love infographics for the same reason you do; they’re an incredible vehicle to get information in a graphically appealing format. We’ve compiled 100 of the best B2B sales and marketing infographics from around the web.Download
This IT Service Optimization company recognized that in order to maintain a healthy sales pipeline and accelerate opportunities through the pipeline, they needed to supplement their sales team with qualified sales appointments. Find out how they reduced sales cycle by 85% from 14 months to 60 days.Download
A financial services company sought to complement their referral business with a market outreach campaign. One of the primary challenges with an outreach campaign was the fact that property tax mitigation is not a well-publicized function in many organizations; navigating through gatekeepers and finance department org charts to find an audience with the stakeholder required some heavy lifting. Find out how this company realized $300,000 in net new revenue with SalesStaff.Download
The staffing market has remained one of the most competitive B2B industries for decades. According to the most current U.S. Economic Census data, there are about 17,000 staffing firms in the U.S., operating approximately 35,000 offices. Within this highly competitive industry, there’s a lot of heavy lifting in maintaining an incredibly high volume of top-of-the-funnel activity to support deal-makers. Find out how this top 5 staffing firm realized 100% gross margin ROI.Download
A commercial cleaning master franchise had always outsourced the sales prospecting function and sought to find a lead generation vendor who could provide a highly customized program as opposed to a one-size-fits-all program delivered by other vendor. Find out how 76% of leads moved to a proposal and 33% of leads resulted in closed business.Download
Based on a recent expansion of the sales team this Fortune 1000 IT consulting firm estimated that 100 new opportunities were needed in the pipeline within 90 days to accelerate the activity of the new sales representatives. Find out how they achieved a 20% overall close rate on sales appointments.Download
The sales organization for a healthcare middleware provider sought to offset the lengthy sales cycle by increasing the number of top-of-the-funnel sales prospects that they were adding to their pipeline without adding internal resources. Find out how they added $2.4 million in sales pipeline.Download
With a longer-term sales cycle of six months to a year and healthy network of 400+ channel partners, it was imperative for this mobile computing solution provider to consistently uncover top-of-the-funnel prospects to maintain a healthy, continuous sales pipeline. Find out how they added $4.2 million in opportunity value to their sales pipeline.Download
Having recognized the importance of maintaining a healthy pipeline of active sales leads, this financial services company considered an outsourced inside sales model as a pathway elevate and stabilize the funnel throughout the entire business year. Find out how they achieved 1,000% ROI in mere months.Download
This LAN solutions provider identified an increase in demand for their services, especially in the Healthcare and Education industries, and sought to capitalize by supplementing their existing inside sales efforts with an outsourced lead generation campaign flexible enough to provide both warm leads and qualified sales appointments. Find out how they added $120,000 in sales pipeline value.Download
This provider of corporate incentive programs, had developed traction in the marketplace through traditional marketing channels like trade shows, Search Engine Optimization, and web marketing. They identified a need to supplement those efforts with a more aggressive direct outreach campaign. Find out how they added $1.5 million in opportunity value to their pipeline.Download
A vendor of Engineering and Security infrastructure solutions, wanted to jumpstart their sales funnel around a Service-Oriented Architecture (SOA) solution, and they quickly identified that penetrating the market for such services is challenging and requires dedicated lead generation efforts to maintain a competitive position. Find out how they increased their sales funnel value by more than 60%.Download
This data warehousing company was very active on the trade show circuit in their industry and in a short period of time had amassed around 300 trade show leads. They sought a sales lead generation partner to convert these leads into actionable opportunity sales appointments, effectively “activating” a stack of trade show leads that was mostly untouched. Find out how they added $500,000 in sales pipeline value.Download
This robotics company was faced with the challenge of decreasing sales cycle and penetrating a tricky market comprised of City Managers and related personnel within US municipalities – a class of municipal employee that’s extremely mobile in their job duties, thus making it a challenge to catch them on the phone or even by email. Find out how they achieved a 400% return on investment.Download
B2B social selling has gone from a buzzword to a real set of techniques that sales departments everywhere are equipping themselves with. Download this infographic on B2B social selling that tells a bit of the story of social selling through stats and expert quotes.Download
Any business can convert an extemporaneous sales management approach into a data-driven system of continual sales development, with the right KPIs in place. This whitepaper identifies the KPIs and report views that B2B sales teams should have on their dashboard.Download
In today’s busy B2B sales environments, the most successful organizations are data-driven. Gone are the days of basic spreadsheets and simple forecasting. Sales managers have a wealth of information at their fingertips. But how do you leverage the data to build a dynamite sales team with efficient processes? In this webinar, we’re pulling back the curtain and revealing: (1) The most common metrics used to gauge sales success, (2) which sales metrics matter the most and why, (3) formulas for calculating pipeline velocity and other key metrics, (4) how to interpret leading vs. lagging indicators, and (5) the blueprint for a successful lead generation strategy. Watch this brief webinar and leave knowing which metrics you need to add to your scorecard.Watch
Bryan Brorsen rationalizes the outsourcing of B2B sales prospecting and marketing functions, shedding light on the most compelling reasons to consider SureMeeting for your top-of-the-funnel needs.Watch
SureMeeting’s VP Outbound Operations Rochelle Jonson explains the mechanics behind SureMeeting’s outreach methodology – specifically, how we get our clients in front of hard-to-reach prospects.Watch
Let’s face the music… you may be the best organization in the world at generating leads, but not every qualified lead is ready to buy after the first meeting. Did you know that 80% of sales are made on or after the 5th-12th contact? So the question becomes: How do you stay front-and-center in the minds of prospects?Download
Magnificent frontline sales managers are a real differentiator in amplifying the potential of sales teams. Specifically, inside sales has been the fastest growing segment for years with some research reporting 17% year-over-year growth of inside sales departments. It’s more crucial than ever to manage that team well. We’ve put together some of the most actionable information on managing an inside sales group.Download
For any company that invests significant marketing dollars in tradeshows and conferences, the name of the game should be return on investment – whether that be in hard leads generated from the show or simply in branding and visibility. Do you know these three primary goals for any attendee of a tradeshow or conference? We do.Download
You ever wonder when is the best time to call on prospects? Maybe you’ve always exclaimed that Friday is always a better day for sales prospecting than Monday. Is that true? In this whitepaper, we’re peeling back the curtain and settling the question of which are the best days of the week and times of the day to call on prospects. Real, hard data.Download
Sales is a marathon and not a sprint. As a salesperson, it should be your mantra. “What I do today will determine what I reap tomorrow.” That’s why it’s so important to follow up with existing opportunities diligently and meticulously. Download this whitepaper on post-presentation follow-up, complete with (1) email templates to be used in your follow up to maximize prospect response, and (2) a comprehensive flowchart of post-presentation follow-up activities.Download
There are many iterations of the traditional sales funnel. But what is a sales funnel in the first place? The sales funnel is a representation of the sales process. Sales and marketing professionals ferry prospects through this process eventually resulting in new revenue. We’ve broken down our version of the B2B Sales and Marketing Alignment Funnel at every level.Download
Never has there been a truer statement when it comes to appointment setting success. New business lead generation is a process. That process is either improved or stalled by good performance measurements. Take it from the experts – these are a few metrics you need to have handy to ensure success.Download
Sales professionals struggle with certainty. We’ve been brought up on probability and risk, and the dangers of making promises we can’t keep. We’re trained to soften and qualify what we say, but often those qualities are a hindrance in the pursuit of sales appointments. In this whitepaper, we’ve analyzed the phrases and words that imply strength instead of weakness.Download
C-Level executives are very busy people. So are VP-Level and Director-Level staffers. How does your target prospect’s title level affect the likelihood that they will duck out on your sales meeting with them? In this whitepaper, we’ve put together data from thousands of sales appointments that we’ve set for our clients to determine what the no-show rate on sales appointments is by title-level.Download
There are traits inherent to any good sales professional that translate well in other departments of your organization. We don’t purport to know the best way to train a mass of employees on sales basics, but we’ve identified how sales skills play into certain company departments.Download
Any lead generation strategy needs to start with the proper identification of your Ideal Prospect Profile (IPP). In this infographic, we offer a number of valuable insights on how to construct the perfect IPP to set you up for lead generation success. Download this and the six other infographics in our bundle.Download
Let’s face it: lead generation is hard. In fact, 68% of companies report struggling with it. If you’re in that same boat, it might be because you have some misconceptions that are holding you back from being successful. This 5-page whitepaper and companion infographic we explain the six most common misconceptions that many B2B companies hold true about lead generation.Download
Many companies struggle with the decision to pursue an inbound- or outbound-focused lead generation strategy. We offer some compelling figures in this infographic on why you should pursue both in concert. Download this and the six other infographics in our bundle.Download
Getting in front of the most qualified, actionable prospects is the most critical objective of lead generation. In this infographic, we expose you to some stats around getting to the right prospects, the types of buyer roles you’ll run into, and tips for getting through to your intended target. Download this and the six other infographics in our bundle.Download
For years, SureMeeting has been asking provocative questions in various LinkedIn groups. We’ve asked the tough questions, the interesting ones, engaged members in thought experiments – all centered on B2B sales and marketing. To date, these questions have received over 2,500 comments from B2B sales and marketing experts across the globe. We’ve taken some of the best questions and the most astute responses and shared them with you here. We trust that you’ll find these insights as fascinating as we did.Download
If you want immediately actionable lead generation techniques from our decades of experience, you’re in the right place. We’re peeling back the curtain and sharing with you some of the unique and interesting ways B2B companies like you can uncover sales opportunities and guide them into the sales funnel.Download
SureMeeting has been aggressive in focusing on the customer experience. We’re obsessed with it to the point that we have an entire department which is dedicated to addressing customer experience and evaluating sales appointments and lead deliverables in the most unbiased way possible…and we’ve discovered a few key things along the way.Download
In the field of sales, it’s crucial to always be learning – whether that’s listening in on a successful colleague, reading the gems on the SalesStaff blog, or picking up a book to sharpen your B2B skills. In order to be successful, you must master the fundamentals of sales. Before you scan through this list of books, slow down. Most of us will scroll through the list, perusing the titles, saying to themselves “I read that one and that one. Never heard of it. I remember Marty recommending that one.” But we encourage you to examine this list, looking for titles that are specifically applicable to your path in sales.
It’s all too common in B2B sales for salespeople to miss the prospect’s subtle cues on their readiness to buy. It’s crucial to identify the buying signs so that you don’t oversell your solution. Essentially, buying signs are hints that the prospect is willing to consider how they can own your solution. If you encounter any of these buying signals, you should know that it’s probably time to pounce.Download
Bet you didn’t know that 91% of customers say they’d give referrals yet only 11% of salespeople ask for them…Or how about the fact that 35-50% of sales go to the vendor that responds to the prospect first. Tons of fascinating sales and marketing stats in this whitepaper.
Far too many organizations make a critical mistake: Asking their sales closers to also prospect for leads. Prospecting is ultimately about teeing-up conversations between a prospect and a salesperson who can then close the deal. In fact, only 25% of leads are legitimate enough to be pushed to Sales in the first place. This 6-page whitepaper makes actionable recommendations on how to separate the two functions to realize maximum success.
Success in B2B inside sales is dependent on one primary driver – the effect that the words coming out of your mouth have on your prospects. You have to be persuasive, conversational, friendly, all while presenting value. Here we share some of the most effective inside sales strategies we’ve learned in our decades of experience.
The purpose of this whitepaper is to look at trade shows from an ROI perspective and juxtapose them against the ROI of a B2B appointment setting campaign. We’re peeling back the curtain and revealing the examples of how trade shows stack up to B2B appointment setting as marketing techniques to drive sales leads. Real, hard data.
According to a couple of reports recently issued (one from Experian and one from NetProspex/Dun & Bradstreet), the state of contact data is getting worse. US companies believe that 32% of their data, on average, is inaccurate, up from 25% a year ago. But it doesn’t stop there.Download
How does SureMeeting combine the best elements of inbound and outbound marketing so our clients’ closers can do what they do best – focus on closing deals?Watch
The sunk-cost effect is a term that our brethren in the Finance or Accounting Departments may know all too well, but it’s a concept that B2B sales professionals should know also. But what is it and how does it apply to B2B sales process? In this whitepaper, we give a compelling case why it actually hurts you to pursue prospects ad infinitum.
There are glaring differences of note in selling to a hand-raiser (a prospect that has come to you for more information) and a prospect who you’ve cold called. Both are viable prospects, but the way you sell to them should be a bit different. In this whitepaper, we explain the difference between these two groups with an analogy and explain why and how selling to these groups should be handled differently by your inside sales team.
Bryan Brorsen, explains how SureMeeting uses multiple inbound and outbound channels to proactively approach the market on behalf of clients to secure sales opportunities with ideal prospects.Watch
CEO David Balzen explains how SureMeeting blends inbound and outbound marketing to create sales appointments for their clients on a pay-for-performance basis.Watch
SureMeeting has created tens of thousands of sales opportunities for our clients. Learn how we approach the marketplace on behalf of our clients to deliver actionable sales opportunities with highly qualified targets.Watch
Take it from the experts who have been doing it for over twenty years, B2B sales appointment setting can be difficult. Through our decades of experience, we have developed techniques and methodologies that we now share with you. This new and improved second edition of the Million Dollar B2B Appointment Setting eBook features actionable information which can make an impact on your inside sales effort immediately.
The SureMeeting team conducted research in pursuit of hard data around lead response time and process among various B2B companies. ‘Contact Us’ forms were completed on the websites of 350 B2B organizations, spanning various industries and revenue ranges. This research report provides a detailed snapshot of how B2B companies fare in their lead response.
In today’s mind-blowing, rapidly changing B2B market, you’re faced with new technologies and demanding prospects. In fact, buyers are in control like never before. You need a solid plan to engage your best prospects, win them over and then grow them into delighted clients. What you’ll learn in this webinar: (1) Learn how to engage today’s new Buyer. (2) Find out how crucial the ‘human element’ of the sales process really is. (3) Understand the hype of the technology “Silver Bullet”. (4) Discover why Marketing owns the revenue pipeline, not Sales. (5) Learn how to build the ultimate sales funnel. Hold on to your little dog because the funnel is about to touch down.Watch
Many B2B companies struggle with the decision to pursue either an inbound or an outbound strategy for lead generation. Both have advantages and disadvantages. Leading organizations have realized that they must pursue both in parallel. A combined approach marketing strategy casts the widest possible net for generating leads. This 6-page whitepaper and companion infographic review the strengths and weaknesses of each approach individually as well as in concert.
Who is the real MVP of your sales funnel? (Hint: It’s probably not who you think it is) In this webinar, discover: (1) Why too many leads can be bad for funnel health, (2) why your salespeople should not prospect, (3) how to accelerate lead flow in your sales funnel, and (4) how to build the perfect team.Watch
Generating actionable leads for your solution is vital to a healthy sales pipeline, but B2B lead generation is a function that comes with its own set of complexities. We’ve developed a series of content that addresses the most common challenges faced by sales teams in their pursuit of qualified sales opportunities.To download this free material, all you have to do is tell us…What is your #1 lead generation challenge?Download
Your mission as a B2B sales rep is to SELL THE VALUE to the prospect. If your sales approach is founded only on “sell low”, you are setting yourself and your company up for failure. But there are a few simple immutable laws of selling on value. In this whitepaper, we give you the three commandments of selling on value rather than on price.
At the MarketingSherpa Lead Gen Summit 2013, the Founder of the Content Marketing Institute, Joe Pulizzi, spoke about content marketing strategy and one of the points he made was that content marketers need to start from square one and get to the heart of what their purpose really is and who the content really serves. But how do you best do that? In this whitepaper, we give you the two most pressing questions you NEED to answer about your content marketing strategy to get going on the right foot.
First impressions are like the title of a book. If it’s good, it’s going to make you read what’s hidden among the pages. You probably focus on being really good at the meat of your presentation and as well you should. But how do you open your presentation? In this whitepaper, we give you a sure-fire way to start a sales presentation in order to get everything on track from the start.
What’s the difference between a professional and an amateur? Some would say it’s the money, but it’s a deeper issue than that. In reality, there are three key traits of a true B2B inside sales professional – and none of them relate to the money, although possessing them will all but ensure that a sales pro will make more money.Download
B2B sales best practices are always evolving. Today’s sales teams are working in an environment where the seller-customer relationship is transforming rapidly. Social media and big data give us the ability to connect with customers on a personal level. Living in the information age has taught our customers to expect answers now. And constant connectivity has led them to expect that someone will be available 24/7. Today’s salespeople have to adapt to those new realities while still honoring the time-tested techniques that have, for years, separated B2B sales superstars from the rest of the pack. This isn’t easy, and mistakes are made along the way. SureMeeting has identified 10 common sales mistakes and potential solutions to each of them.
Events have become an extremely viable sales model – whether that’s seminars, webinars or lunch-and-learns at high-end restaurants. The sales process is made shorter and the sales funnel fatter by having many attendees in one place at one time hearing your message. Use this checklist to make sure you have everything in order for your next marketing event.Download
All too frequently, sales teams simply skip the Sales Appointment step in the sales process. They see a lead come in, distribute the lead to a sales rep, and that sales rep immediately begins to pitch the prospect on his wares. In this whitepaper, we make a strong case why you should always build value in a sales appointment before you begin selling.
This is a must-have document for any B2B company researching lead generation vendors. You will be served well in asking your prospective lead generation or appointment setting vendors the revealing insider questions featured in this free resource.Download
Memes are the internet’s way of laughing at itself. We’ve compiled the best set of memes and eCards related to sales and marketing – over 200 to be exact. Download them and use them for your social media posts, to share around the office, or just to have a laugh at this crazy profession you’ve chosen.Download
Hiring the right B2B sales person is easy, right? Then why is turnover notoriously higher in sales departments versus other departments for most organizations? How do you explain the fact that the 80/20 rule (20% of the sales team is generating 80% of the productivity) applies more frequently to the sales department than other teams within your business? In this whitepaper, we give you a surefire method to vetting out the best sales candidates for your team.
Far too many organizations make a critical mistake: Asking their sales closers to also prospect for leads. In this infographic, we lay out the reasons why the sales prospecting and closing functions are allotted separately. Download this and the six other infographics in our bundle.
Many B2B companies try to generate as many leads as they can without a clear understanding of how many they really need. In this infographic, we give you some insight on how to work backwards from your revenue target to calculate how many leads you’ll need to get there. Download this and the six other infographics in our bundle.Download
Not all leads are created equal. In this infographic, we feature stats and reasoning behind (1) the impact of focusing on the wrong leads, (2) survey results around definitions of a lead, and (3) the detrimental effects of focusing on leads that aren’t quite sales-ready. Download this infographic and six others in our infographic bundle.Download
No-shows can be such a wet blanket for a sales team. It’s expected that some prospects won’t show up for their scheduled sales appointments with you, but reducing the no-show rate can have tremendous effects in terms of getting more prospects into your sales funnel – not to mention, it’s quite a time suck for a salesperson to spend time doing research in preparation for a meeting only to have the prospect stand them up.Download
“We need more leads.” That simple statement is the typical response for most B2B companies facing declining sales or a desire to grow faster. It seems straightforward enough: More leads means more opportunities to win new business. But what’s the best method for determining how many leads you actually need? We’ve constructed a worksheet, infographic, and whitepaper to help you answer that important question.
89 billion emails are sent every day. Important decision-makers delete anything that asks for more bandwidth. How can yo make your emails attention-grabbing, personalized, and valuable from the start? This infographic is chock full of stats and best practices on creating successful B2B emails.Download
B2B sales leads don’t grow on trees. Sometimes nurturing B2B sales leads and prospects is like being in a relationship…and sometimes in that relationship, the fire burns into embers and your partner becomes disengaged and complacent. But when do you cut the cord with an unresponsive sales prospect? In this whitepaper, we give you a few tips on how to deal with unresponsive prospects.
Here we share three of the best B2B sales closes – time-tested and proven. Not only are we sharing them with you but we share specific use examples and the sales psychology behind each of these B2B sales closes.Download
Setting sales appointments can be a grind, but there are certain tried-and-true methods we’ve discovered in our decades of experience. We’re peeling back the curtain and sharing with you some of the unique and interesting ways B2B companies like you can uncover sales opportunities and guide them into the sales funnel.Download
No-shows can be such a wet blanket for a sales team. It’s expected that some prospects won’t show up for their scheduled sales appointments with you, but reducing the no-show rate can have tremendous effects in terms of getting more prospects into your sales funnel. Find out how.Download
Almost all B2B inside sales reps go through slumps. It’s a product of the irregularity of the lead generation process. So how should you handle a B2B inside sales rep in an extended slump? Assuming that the rep is not normally a poor producer, there a few ways to help.Download