Intent Data: What It Is and How to Use It in Sales

Intent Data: What It Is and How to Use It in Sales

What is intent data?

 

Intent data, simply put, is data collected to help predict someone’s intent, whether it’s intent to buy a product or service or do something else entirely. In business terms, it’s a way to generate promising leads. When you’re attempting to sell a product, you don’t just target anyone. You target those who have already displayed interest in the product through their web usage.

 

Using buyer intent data, you can narrow that field even more. If the data shows that a firm is researching anti-virus software, that “intent data” would be very valuable to companies that sell anti-virus software because it’s a sale waiting to happen. Likewise, if your company specializes in IT services, you’ll want to pitch to a company that’s specifically looking for IT services.

 

If you’re selling a product or service and you don’t have any leads, you’re forced to cast a very wide net. You’re then doomed to waste a lot of time pitching to clients that just aren’t interested. If you have leads, the net you have to cast shrinks. With highly qualified leads, it shrinks even more. That’s what intent data provides. It reduces the number of possible clients, leaving a bigger percentage of probable clients.

 

How to use Intent Data

 

Intent data works by giving you a peek into a potential client’s web usage. By looking at what someone does on the web, the companies that gather this data can learn about that person’s interest. They’ll take into consideration their content consumption, such as what websites they go to and what pages they read. From that point, it’s just a matter of putting that information together into a coherent picture.

 

If a web user frequently visits a certain website, it’s safe to assume that they’re interested in whatever topic that website covers. If they specifically read articles covering a niche aspect of that topic, then their interests become even clearer.

 

Researching the person is just as important as researching their interests. This is because if the person is employed by a certain company, their web usage could shed light on the company’s intentions. Once you identify someone’s employer, you could shift your focus to other employees and their usage. If multiple employees are showing interest in the same thing – accounting software, for interest – it could indicate that the company they work for is looking to adopt new accounting software.

 

You could make the argument that these people could find their way to you eventually. After all, you are selling the product that they’re interested in. However, solid intent data can help you identify buyer interest while they’re still in the research phase, giving you a definite advantage over the competition. It also allows you to swoop in there and close the deal before they decide to go in a different direction.

 

Another major benefit of intent data is it allows you to tailor your product or service to the potential client. Instead of them coming to you and you trying to modify your product to fit their needs, you’re coming to them with something that already addresses every need that they have.

 

Of course, any hard work outlined above doesn’t apply to you, because you’re simply purchasing the intentdata after someone else has already compiled all of it.

 

How is it gathered?

 

Mentioned briefly above, content consumption is at the heart of intent data. Third-party vendors, the ones you’ll be purchasing the data from, are constantly collecting and cataloging the online research done by a myriad of companies. That data is then compiled and a baseline is determined to show how often, on average, a company reads up on a certain subject. 

 

Thanks to the baseline, these vendors can now see when interest in a certain topic spikes. That spike likely indicates that a company is showing special interest in that topic, and if it’s a topic that relates to a certain product or service, it could indicate an intent to purchase.

 

YouTube video

 

A lot of different metrics factor into these baselines, including how long is spent on a page, how many individual consumers visited the page, and even how quickly they scrolled through. The amount of content consumed, such as videos being watched, is also tracked.

 

There are other, more straightforward means of collecting intentdata, too. For example, if you have a social media ad in place, anyone who clicks on that ad is ostensibly interested in what you’re selling. Likewise, anyone who subscribes to a newsletter that you offer, or one that’s relevant to your product or service, is probably interested in what you’re selling. This lead data is just as valuable, though it’s not as proactive and is similar to waiting for the client to come to you.

 

What types of intent data are there?

 

There are two major types of intent data: first-party and third-party.

 

Whether you realize it or not, if you sell something through a website, you’ve likely already taken advantage of first-party intent data. You can collect this through any analytics tool that you use to track the activity on your website. Tracking the number of IPs coming in and clicking on different products is gathering intentdata: you’re seeing what’s garnering the most attention on your website to help predict what’s going to sell.

 

This sort of data is easy to come by, but it’s not the most effective. For starters, without the use of IP identification software, all of this data will be anonymous. It will tell you how many people are interested in a specific product, but not who those people are, so you wouldn’t be able to pursue that sale. This sort of research is better used to determine what products are the most popular, rather than the intent of individual buyers.

 

The other major drawback to first-party intent data is that you’re only collecting data from people who have already come to your website when there’s a much bigger pool of buyers that might not even know your website exists. 

 

Third-party intent data can provide you with a much bigger picture of a prospective client’s journey. Anyone who’s ever made a big purchase online likely did substantial research before finally going to the website that sells the product. If you’re researching 4K Blu-ray players, you’re going to comb through all of the tech sites and blogs before finally going to Amazon and making the purchase. With third-party intent data, all of this initial research is factored in.

 

The most effective way to apply intent data is to use both first-party and third-party data. There’s no reason to choose one over the other, especially when the data they provide is a bit like apples and oranges. They tell you different things, meaning you can take both and form a better profile of your buyer.

 

Different types of intent data

 

What are the best buyer intent data tools?

 

Leads are vital to effective sales marketing and intent data is an invaluable way to generate solid leads. That’s why it’s no surprise that several intent data tools have popped up across the Internet.

 

Leadfeeder

 

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The best thing about Leadfeeder is that the basic version is free. If you want the premium version, it’s still only $63 a month, which is very affordable. Leadfeeder tells you all about companies that visit your website. The service offers a range of filters that allow you to sort companies by all sorts of criteria so you can zero in on your ideal prospect. 

 

ZoomInfo

 

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ZoomInfo is a database that offers up all sorts of information on prospective clients. It also integrates with several tools and features a Google Chrome browser extension. At $4,900 a year, it’s not cheap, but there is a free trial that allows you to test the waters.

 

KickFire

 

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This is another service that offers first-party intent data by tracking and identifying who visits your website. The downside, as discussed earlier, is that first-party data doesn’t help you bring clients to your website. That said, it’s still useful information, and KickFire provides a lot of it. There’s no set price for the service because it’s based on volume.

 

DemandJump

 

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Not only does DemandJump help you track potential customers across the Internet, but they also give you information on your competitors, so you can see exactly what you’re up against. The base plan is $99 a month and that lets you track 25 keywords and 3 competitors. The more you want to track, the more it’s going to cost you.

 

TechTarget Priority Engine

 

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If you’re looking for third-party intent data, TechTarget’s Priority Engine can get you just that, as well as contact information for potential clients. Like KickFire, they don’t offer upfront prices, meaning customers need to call to get a quote. 

 

What Is B2B Intent Data?

 

Above we discussed the possibility of consumers searching for products on behalf of a business. This would generate B2B intent data, with B2B meaning “business-to-business.” Think of the relationship between a manufacturer and a retailer. Intent data can also help you market towards consumers, but for companies that sell to other businesses, B2B intent data is a crucial factor.

 

Serious about B2B sales? Learn the 5-step framework to effectively hyper-personalizing any cold email

 

This sort of data is plentiful if you know where to look, which is why there are so many companies popping up that specialize in analyzing the web usage of potential clients. Opening and engaging with emails, clicking on targeted advertisements, searching for and downloading informational content, and just browsing in general all translates to quality, effective intent data.

 

How To Leverage Intent Data?

 

Companies (and really anyone selling a product) can leverage intent data by prioritizing a market that’s already itching to buy what they’re selling. Without any leads, you’re effectively cold-calling potential clients, which can be a monumental waste of time. In most businesses, lost time equals lost money.

 

With intent data highlighting those who are very likely to want your product, you can focus on those clients and those clients alone, making the most of your time. There’s no such thing as a sure thing in sales, but with the leads generated from intent data, sellers can get as close as possible to already done deals.

 

Intent data doesn’t just show you who’s interested in your product, it also shows you who has no interest whatsoever. That data can be just as useful, as it reveals a section of consumers that you don’t need to bother engaging with. This can save you valuable time, which you can devote only to customers who are more likely to turn into clients.

 

What Are the Types of Intent Data?

 

In addition to first-party and third-party intent data, which we discussed above, you can also make a distinction between known and anonymous data. Known data is when the prospect knowingly gives their data, usually through an action like filling out an online form. If the form is located on your website, that’s known first-party data. If the form in question is filled out on a different website and the information is then picked up by an intent data company, that’s known third-party data.

 

However, if the prospect doesn’t intentionally hand over their data, and their data is instead gathered through their IP address, that constitutes anonymous data. The prospect at some point agreed to have data collected, but it’s not “known” intent data because they didn’t hand over the data themselves.

 

Then there’s second-hand intent data. This is simply first-hand intent data that you’ve purchased from somebody. It’s not like third-party data, where promising leads are scraped from web usage. This is when a prospect comes to a certain website, that website collects their data, and then you buy that data from them. It’s very limited in that all the information came from a single site and doesn’t tell you anything about the prospect’s behavior anywhere else on the web.

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The Best Rebuttals For The 8 Most Common Sales Objections

The Best Rebuttals For The 8 Most Common Sales Objections

Are you finding it hard to find rebuttals for common sales objections? Keep reading to find the best rebuttals for the 8 most common sales objections.

 

Many sales reps find themselves in the difficult position of having to deal with objections on sales calls. While it can feel demoralizing in the moment, it’s important to remember that rejection is simply a part of the sales process. However, any sales professional can turn an objection into an opportunity with the right attitude and a little preparation.

 

What are Sales Objections?

 

Sales objections are the reasons that buyers give for not wanting to buy a product or service. They can be anything from concerns about the price to doubts about the product’s quality or suitability for their needs.

 

Objections aren’t exclusive to any particular part of the sales cycle either. You could be met with an objection during any of the following stages of the sales process:

 

Lead Generation: Cold calling campaigns to generate new leads

Lead Nurturing: The process of qualifying and scoring warm leads

Deal-Closing: Guiding the prospect towards a sale

Post-Sale: Attempts to bring the prospect back through the sales funnel after a purchase

 

While some objections are warranted, others may just be bad timing or based on misunderstandings about your product or service. In either case, a well-crafted rebuttal can help you maintain control of the conversation – ensuring that you don’t miss any opportunities to re-engage your prospect.

 

To help you prepare for future sales objections, we’ve compiled a list of the most common ones you’re likely to encounter, along with the best rebuttals to overcome them.

 

8 Common Sales Objections and the Best Rebuttals to Use

 

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Objection: “I’m not interested.”

 

Salespeople across every industry have become accustomed to hearing this common sales objection. You may have even used this yourself when getting spammy sales calls for student debt relief or extended warranties on cars that you don’t even own.

 

This first objection is often an impulsive reaction to a sales pitch. It typically has anything to do with you, so don’t take it personally.

 

Rebuttals: 

 

The best way to deal with this type of objection is not to contradict your prospect. Instead, empathize with how they feel, share an example of someone who felt the same way they do, and then offer them a solution.

 

Response option #1

“I understand, (name). My client XYZ felt the same way when I first gave them a call, and now they’re using our solution to improve X within their business. If you’re too busy right now, would tomorrow at X or Y time be a better time to reconnect?”

 

Response option #2 

“(name), I completely understand why you wouldn’t be interested; you sound like you’re quite busy today. My client X from (business name) was buried in work as well when I first reached out to them, but today they’ve seen a huge improvement in their productivity since using our product. What is your availability this week so we can continue this conversation at a time that’s better for you?”

 

Objection: “We’re already working with your competitor.”

 

This objection is common, especially when selling a service, product, or enterprise software in a competitive market. The critical thing to note is that there is still an opportunity for you here. They’ve already invested in a similar solution which means they do have a need for the type of product or service you’re offering.

 

Although overcoming this objection is challenging, it isn’t impossible. They may be using a competing product, but they haven’t revealed whether or not they’re happy with their current provider.

Rebuttals: 

 

In this case, you’ll want to identify the competitor and any existing pain points in their current solution. Ask questions that will enable you to share some of the highlights of your products while getting them to consider whether or not their existing solution was the correct choice. It helps to be an expert in your competitors’ products as well as your own.

 

Response option #1

“That’s great to hear! Many of our happy customers were using that solution in the past as well. In your experience, has (competitor’s) lack of (list 2 features) made it challenging to perform (task) and achieve your desired results?”

 

Response options #2

“That’s great – they’re definitely a top-rated company in this space. Many of our customers were using them as well before they switched to our product for the added benefits of (unique feature 1) and (unique feature 2).”

Objection: “It’s too expensive” / “Your price is too high.”

 

This objection is to be expected when you’re selling a high-ticket item or service. The prospect may feel like they’re overpaying for something if they don’t fully understand its value to their time and business. It’s important to remember that the price objection is usually a negotiating tactic or a failure to fully grasp your solution’s benefits. It’s not often a reflection of someone’s actual ability to pay for your product or service.

 

Rebuttals: 

 

The best way to respond is to focus on the value that they’ll be getting in return for the price they’re paying. While money is important, it isn’t everything, so be sure to highlight any time savings or growth opportunities that they’ll gain from using your product or service.

 

Response option #1 

“I understand where you’re coming from, (name). Ultimately, it really comes down to how you value your time. For example, how much time do you lose each week doing X, Y, and Z tasks? How could you better use that time if our solution reduced those hours to a few short minutes? Could you increase your sales, achieve faster growth, or even improve your work-life balance? I’d love to show you how!”

 

Response option #2 

“I’m glad you mentioned that, (name). If you feel that way, I probably should have done a better job of explaining our solution’s incredible benefits. What if I could show you how our product will save you X hours per week, with the help of Y feature? What if it helped eliminate the pain points in (task) and (task)? Would that make a difference?”

 

Objection: “Can you just send me the information in an email?”

 

Prospects will resort to this clever tactic when they’re trying to get you off the phone. At this point, they’ve likely already decided that they don’t have a use for your product, but they’re trying to spare your feelings.

 

Rebuttals:

 

Now that you’ve read this helpful guide, you’ll be able to see right through this kind of objection. By sending them some sales whitepapers of your products, there’s a good chance your email will end up right in their inbox trash bin. Before sending any information their way, try to further qualify them as a prospect by getting them talking with some open-ended questions.

 

Response option #1 

“Sure, I’d love to send you some information. However, since I don’t want to waste your time by sending you information that you don’t need, could I ask you a few quick questions? I want to make sure you’ll only get information that interests you and is relevant to your business.”

 

Response option #2

“No problem, (name). I’ve got some great documents that I’d be happy to send your way. Before I do, I want to make sure you only receive information that is relevant and helpful to your business. Are there any specific things that you look for when evaluating a new solution like ours?”

 

Objection: “Is this a sales call?”

 

This objection can quickly stop you in your tracks, but don’t let it catch you off guard. While this is technically a sales call, an expert salesperson like you shouldn’t make the call feel that way at all. Instead, shift your response by reassuring them that you’re only trying to learn more about their business and want to help them achieve their goals.

Rebuttals: 

 

The best way to overcome this objection is to get the prospect talking about themselves and their business. You don’t want to come off as just another spammy sales pitch. Instead, focus on building a relationship with them rather than selling them something. Once you’ve established some rapport, you can start to incorporate your pitch into the conversation more organically.

 

Response option #1

“My intention isn’t to try and sell you anything today, (name). I want to learn more about your goals and to see what aspects of your business are preventing you from achieving success. Would you consider answering a few quick questions about your business goals?”

 

Response option #2

“I understand why you feel that way, but I assure you that I don’t know enough about you or your business to try and sell you anything today. Truthfully, I would actually love an opportunity to learn more about your goals and get a better understanding of the struggles and pain points you’re facing. Would you mind if we talked a little more about your business?”

Objection: “This isn’t a good time.”

 

This objection is common among busy professionals who don’t want to take time out of their day for a sales call. While they may be in the process of a reorganization or have maxed out their quarterly spend, odds are they’re just trying to get you off the phone.

 

Rebuttals:

 

To overcome this objection, you’ll need to be very understanding and show genuine interest in their business. Try scheduling a follow-up call or ask if there’s a better time for them to talk.

 

Response option #1

“I completely understand. I don’t want to take up too much of your time, so why don’t we schedule a more convenient time for you. When would be the best time this week?”

 

Response option #2

“No problem, (name). Is the bad timing due to a stressful business transition or something else? I’d be happy to put some time on my calendar on a day that’s more convenient for you.”

 

Objection: “I’m the wrong person to talk to about this.”

 

This objection typically comes from a prospect who doesn’t have the authority to sign off on a purchase. Don’t be afraid to use this as an opportunity to try and get in touch with a decision-maker in the business.

Rebuttals:

 

Your first instinct may be to apologize and thank them for their time. You may also consider asking them for the contact information of the appropriate person. In reality, the best rebuttal is to try and get them to introduce then transfer you directly to the decision-maker, increasing your chances of getting in touch with them.

 

Response option #1

“I completely understand, (name). Would you help me by giving me the name of the decision-maker in your organization? I’d appreciate it if you could transfer me to them.”

 

Response option #2

“I’m sorry for the inconvenience, (name). Would you be able to put me in touch with the decision-maker? I would love an introduction if you’d be able to facilitate that.”

Objection: “I need to get more quotes first.”

 

When you get this objection, your prospect could be brushing you off, or they could very well be shopping around with your competitors. If they are pricing out their options, it’s your job to find out what their top priorities are in the decision-making process.

 

Take the time to ask questions, and be sure to probe a little deeper. Find out their budget and see if you can work within those constraints. You may also want to ask them their timeline for making a decision. Additionally, you’ll want to determine whether they’re looking for the best price, customer service and support, unique features, ease of use, or another key factor.

Rebuttals:

 

It’s common for prospects to want to shop around and get more quotes before moving forward with a purchase. Your best bet is to provide as many compelling reasons as possible as to why your product or service would be preferable over your competitors.

 

Response option #1

“I completely understand, (name). If I were in your shoes, I’d probably feel the same way. Can we discuss what your top priorities are in the decision-making process? It will help me ensure that I’m providing you with the best value possible while making sure that our solution will be able to meet your needs.”

 

Response option #2

“I completely understand your hesitation to make a decision without considering all of your options. Would you mind sharing your top priorities when it comes to making this purchase? Is it the best price, the customer service, support, unique features, or something else? I want to make sure that the solution we’ve quoted meets your needs and aligns with your other options.”

Rebuttals: the Conclusion

There you have it, the best rebuttals for the 8 most common sales objections. Keep these rebuttals in mind when you’re faced with any of these objections, and you’ll be able to overcome them with ease. Take some time to rework these rebuttals to suit your particular solution and industry. The more time you invest in crafting your rebuttals, the more effortless it will be to use them in your customer calls.

 

Overcoming sales objections with rebuttals

Source: Salesforce

 

Remember to focus on building a relationship with your prospect and always put their needs first. They’ll start to see you as a true partner rather than just another salesperson. It’s a common misconception that sales is all about pitching and closing, but the best sales reps know that it’s really just one major relationship-building exercise.

 

If you’re looking for more sales inspiration, consider listening to some of these top sales podcasts from industry professionals that were once in your shoes.

 

Good luck out there, and happy selling!

The 14 Most Relatable Sales Memes to Get You Through Q4 and Beyond

The 14 Most Relatable Sales Memes to Get You Through Q4 and Beyond

Q4 is hard for sales peeps. Here are some sales memes that help.

 

No matter what industry your company is in, it’s safe to say that the pressure is on for sales professionals. After all, these are the people who “bring in the bacon” so that everyone else, including the company itself, can pay the bills.

 

And whether you make straight commission or salary plus commission, making that paycheck goal can add to the stress. Add in those dreaded sales quotas, and many of us live day to day.

 

Luckily, being in sales isn’t all stress. We get to meet new people, work on a team, and feel that sense of accomplishment when closing a big sale.

 

With that in mind, here are some sales memes to get you through the day. As the saying goes, laughter is the best medicine.

 

LinkedIn is a great tool-when used properly (for sales memes for example..)

 

LinkedIn message meme

Credit: Close.com

 

With all the restrictions that LinkedIn places on acquiring new connections, getting people to accept your request can seem like an uphill battle. This is especially true when you’re new to the industry or have a target who’s known for dodging sales professionals.

 

Of course, that doesn’t mean that someone who accepts your connection request wants to be buddies. As a rule, it means that they view you as a potentially valuable contact. Either way, it’s surprising how few funny sales memes are based on LinkedIn

 

Be careful how often you contact a prospect

 

Prospecting sales meme

Credit: Hubspot

 

Just because someone might be interested in your product doesn’t mean that they want regular contact. At the same time, giving up after just one or two contacts may cause you to miss out on deals. Many sales experts say that you shouldn’t send more than half a dozen emails to a prospect. Similarly, constant phone calls are annoying because they take time away from other tasks. It’s a good way to get blocked.

 

Paychecks. It’s why we put up with the stress

 

Big commission checks

Credit: Hubspot

 

Finally someone made a sales meme about commission checks. One of the best things about sales is the potential to make a lot of money. Especially for large B2B companies, those commissions can be eye-popping. There’s no question that we work hard for that paycheck, though.

 

Instant sales successes are few and far between

 

First Pitch Sales Humor

Credit: @realsaleshumor (Twitter)

 

Everyone knows that sales prospects rarely say “yes” the first time. Even if they ask to “talk to sales,” most people need to get more information before making a buying decision. With that said, people who buy on the first call probably already know that your product is what they want and need. You’re just confirming their choice.

 

Sometimes decision makers use meetings as an excuse

 

Cold calling meme with Dr Evil

Credit: The Daily Sales

 

People with buying abilities tend to be very busy. After all, they have lots of responsibility and often wear multiple hats. But that doesn’t mean they’re always in a meeting when the administrative assistant says so. Claiming someone is in a meeting is a common way of saying they’re unavailable or not interested. The trick is figuring out what’s really going on. Dr. Evil sure makes for great sales humor.

 

Sales opportunities don’t only happen during work hours

 

Best sales memes

Credit: sayingimages.com / Sales Humor

 

For many of us, sales is much more than a 9-5 job, as pointed out in this sales meme. We’re always looking for new leads, even as the marketing team feeds us new ones regularly. If someone mentions your product during off-hours, it’s a great opportunity to find out what people think about your product. This can help you overcome objections and refine that pitch. Bonus points if the person mentioning your product is interested in buying.

 

At times, it feels like training never ends. Especially when you’re busy

 

Sales Manager Meme

Credit: Echobot

 

Sometimes it feels like sales managers are good for one thing, and one thing only: sending you more work. Especially when that extra work is a training video that teaches the Same. Old. Thing. Whatever happened to the cheerleader side of your manager? Probably pressure from higher up in the company.

 

Some people play one sales professional against another. Or they just have a change of plans

 

American Psycho Meme

Credit: Socialtalent

 

When you spend weeks on negotiating a contract, it’s easy to anticipate sealing the deal. After all, most customers want to ensure that they get the right product or service, at the right price. Unfortunately, sometimes there’s a change of plans at the last minute. This can happen because a competitor swoops in and offers more for the same price. Or, it could simply involve needs or budgets changing. Either way, it’s frustrating. Thank goodness there are funny sales memes to keep us laughing

 

Meeting your sales target? Sometimes it’s a real challenge

 

Sales Rep Meme

Credit: The Daily Sales

 

Sales humor often hints at deep truths. For instance, one thing most of us hate about sales is the bad month. Sometimes it’s really tough to meet our targets. And in some situations, this means our fat paycheck is in jeopardy. Luckily, that next big sale is sometimes just around the corner. When you hit that target, especially with large sales, you can feel at the top of the world.

 

Speaking of sales targets, sometimes management needs to get real

 

Sales goals funny

Credit: Kixie

 

Sometimes it’s easy to imagine that upper management is out of touch with reality. Especially when sales are slow, and leads are few and far between. Nothing adds to the panic in sales when management decides to increase sales quotas. But then again, their bonuses get higher the more an overworked sales professional brings in.

 

December: the month most sales reps wish didn’t exist

 

December sales targets

Credit: Solofire

 

If you’ve been in sales for any period of time, you know that December is one of the worst times to sell. For one thing, a lot of decisionmakers go on vacation for the holidays. And to make matters worse, most companies/departments have budgets that end in December. This means that even if you can reach the decisionmaker, there’s a high chance that manager doesn’t have much money to spend. And you have more than enough time to make funny sales memes. Happy holidays.

 

Customers and decision-makers DO call back. Sometimes

 

Cold Call Memes and Sales Humor

Credit: The Daily Sales

 

Sometimes cold calling, and even following up on sales leads, feels like you’re spitting in the wind. Nobody calls back, and after a while, you get frustrated. Fortunately, those hours of calling do pay off sometimes. It’s just a matter of being persistent. Or as your trainer used to say, every call (or rejection) gets you closer to “yes.” Is that supposed to be some kind of sales humor?

 

Not every customer is realistic about what they can afford. But we still survive

 

Mona Lisa Sales Humor

Credit: Solofire

 

Sometimes it feels like the customer wants to get something for nothing. Or that they don’t realize that their budget is insufficient for what they need. Luckily, in many cases we can meet customers halfway. That can either be through providing less services or a lower-end product for what they can afford, or by convincing them they NEED to pay for what you’re offering. Either way, it isn’t always easy.

 

The Hunt Never Ends

 

Sales Humor

Credit: Meme Creator

 

And neither does the tenacity of a good sales professional. Maybe that’s why we found so many funny sales memes around the web related to prospecting. After all, to make a pitch to the right person, you need to find them. Then, you must “hunt” for a way to either go through the gatekeeper or around them. Happy hunting!

 

Want more sales memes?

 

So what about you? If you’ve enjoyed these sales memes, maybe it’s time you share one. Better yet, try making one yourself. There are many meme generators out there, such as this one by imageflip. And don’t forget to share when you’re done.

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The 8 Best Sales Podcasts to Listen to in 2022

The 8 Best Sales Podcasts to Listen to in 2022

Sales is an ever-changing field where you need to stay up-to-date on the latest trends, technologies, and tactics if you want to be successful. Since books and training videos can become dated pretty quickly, sales podcasts have become the most convenient and effective method of gaining new sales knowledge.

 

Not only are podcasts free, but you can listen to them anytime and anywhere. Here are 8 of the best sales podcasts where you can get the latest tips from your favorite sales professionals while you’re on the go.

 

Make It Happen Mondays

 

John Barrows is a B2B Sales Trainer and the host of the Make It Happen Monday’s podcast. The weekly live show features conversations between John and a rotating panel of sales experts, covering a variety of B2B sales topics.

 

The show is ideal for any entry-level sales professionals looking for advice on personal branding, how to handle the daily sales grind, and how to get ahead of the competition.

 

Where to Listen: iTunes, Facebook, SoundCloud, Spotify

 

Sell or Die

 

Networking and LinkedIn Expert Jennifer Gitomer co-hosts the Sell or Die sales podcast with best-selling author and top-notch sales trainer Jeffrey Gitomer. The daily episodes are only 20 minutes long and provide valuable insights into the hard and soft skills that reps can develop in order to be successful in sales.

 

As a listener, this podcast can help you develop new healthy habits, strategies, and tactics used by the most successful sales reps and business leaders today.

 

Where to Listen: iTunes, Stitcher, Overcast

 

Sales Success Stories

 

One of the best ways to improve and succeed in sales is to learn from the top performers in your industry. Scott Ingram, a seasoned B2B sales professional, seeks to replicate that learning experience with his podcast, Sales Success Stories. Scott speaks with top performers in the sales profession and has them deconstruct the strategies, habits, and books that have led to their success.

 

With a range of guests, each with their own unique stories, there are valuable takeaways for everyone across the sales spectrum.

 

Where to Listen: Apple | Spotify

 

The Salesman Podcast

 

In The Salesman Podcast, Will Barron explores the psychology of sales by digging into the roles that behavioral psychology, motivation, and body language play in every sale. Baron provides valuable insight from experts in and out of the sales profession so listeners can benefit from a wide range of perspectives.

 

Guests will often include startup CEOs, university neuropsychologists and professors, or professional sales coaches. Listen to this podcast if you’re looking to develop your prospecting skills using the advice of top professionals in the field.

 

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Where to Listen: iTunes, YouTube, Stitcher

 

The Sales Evangelist

 

Host Donald Kelly is a well-known speaker and sales consultant who explores various high-level sales issues in his podcast, The Sales Evangelist. Each episode is only about 30 minutes long and includes a variety of helpful strategies for anyone that has recently started their sales career.

 

Recent topics have covered how best to breach the subject of sales with clients during a pandemic, how to maintain productivity at home, and simple strategies to help you convert leads into customers.

 

Where to Listen: iTunes, Stitcher

 

The GaryVee Audio Experience

 

Gary Vaynerchuk is a well-known vlogger, CEO, investor, entrepreneur, and author. This New York Times bestseller is also recognized as a leading voice in modern marketing. Podcast episodes vary in length and subject matter. One day you can tune in for a 15-minute discussion about NFTs, and other days you’ll gain an hour of valuable insight into how you can be a better business leader in 2022.

 

On this podcast, you’ll get insight from a digital media entrepreneur that has relentlessly pushed his way into new markets. Each episode is full of actionable advice, so give this one a listen if you’re looking to stay a step ahead in sales and learn about the latest in tech.

 

Where to Listen: iTunes, Spotify, Stitcher

 

The Advanced Selling Podcast

 

Recognized as one of the most entertaining and longest-running sales podcasts available, the Advanced Selling Podcast is a hit among sales professionals. Hosts Bill Caskey and Bryan Neale are leading business strategists, B2B sales trainers, and leadership coaches with a great sense of humor.

 

With over two decades of sales experience, this pair provides practical wisdom and motivation to get you thinking like a sales pro. With an average length of 20 minutes, you can squeeze in a quick podcast during your lunch break and come out with a wealth of knowledge to apply to your afternoon sales calls.

 

Where to Listen: Apple | Spotify

 

Conversations with Women in Sales

 

This podcast was created for women sales executives with the goal of becoming the best global resource for women in sales. It features interviews with successful female sales leaders who discuss their experiences and provide practical sales advice for women working in a predominantly male field.

 

Each episode provides women with strategies and motivation to help them overcome adversity, avoid imposter syndrome, advance in their careers, pursue leadership roles, and achieve sales success.

 

Where to Listen: Apple | Spotify

 

Conclusion

 

Podcasts really are a wealth of knowledge, and there are plenty of options for any sales professional looking to learn and improve their craft. Each podcast on this list provides valuable insight into different aspects of the sales cycle, with some focusing on motivation and inspiration while others dive deep into unique techniques and strategies for success.

 

No matter what you’re looking for, there is a podcast out there to help you get ahead in your career and become a sales pro. 

 

Frequently Asked Questions

 

What are the best sales podcasts for beginners?

Many of the podcasts mentioned above are great for entry-level sellers as well as more seasoned professionals.

 

Where can I listen to the best sales podcasts?

The podcasts above are available on a variety of platforms. iTunes and Spotify are the most popular, but you can also browse sales podcasts on YouTube if you like to have a visual element.

 

Where can I find more sales podcasts?

If you’re looking for a podcast that applies to your niche, industry, issue, or role, try being more specific with your search. Podcasts about pipeline management, podcasts about selling software, or podcasts about improving your cold calling are just some examples of niche searches you can perform to find a podcast that meets your needs.

 

What are the best sales podcasts?

This list presents some of the top sales podcasts available today. Each podcast has a unique approach to applying sales wisdom, providing advice, or discussing strategies that are helpful for different types of sellers. Which podcast is “the best” will depend on your specific needs and goals, so listen to a few episodes from a range of different podcasts until you find your favorite one.

 

How Can I Become a Podcast Guest?

If you’re interested in sharing your sales knowledge and unique experience on a sales podcast, find a show that shares your values and mission.

 

Then, create a short, compelling bio that features your most impressive accomplishments, qualifications, and some unique points that tell your story. Lastly, write a well-thought-out email and submit it to the show’s host through email or their podcast website.

 

If selected, be prepared to share your story and answer some questions about yourself and your business, and remember to have fun!

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Top 5 Sales Engagement Platforms You Need To Consider In 2022

Top 5 Sales Engagement Platforms You Need To Consider In 2022

Sales engagement platforms, commonly referred to as SEPs, are powerful tools designed to help your sales team achieve success. The best SEPs will integrate with your existing CRM and communication tools, allowing you to automate several of the more tedious tasks that take up valuable selling time.

 

These powerful automation and integration tools help to streamline the sales process, enabling your team to spend more of their time with customers. Sales engagement platforms can significantly help with lead generation, prospecting, and closing deals. 

 

As a sales leader, you’ll have access to a robust set of analytics, providing you with valuable insight into the performance and productivity of your staff.

 

How to Choose Your Sales Engagement Platform

 

Sales engagement platforms are designed to help your sales team reach its goals faster. With so many options available, it can be challenging to decide which platform is right for you. To help you make your decision, we’ve created a list of the top 5 SEPs to consider based on the following criteria:

 

Innovation. To stay ahead of your competition, you want your sales team to use the most cutting-edge software available. The sales engagement platform you choose should demonstrate a commitment to launching innovative updates with new and exciting features for their customers.

 

Uniqueness. With so many SEPs available on the market, our top 5 needed to include unique and valuable features that set them apart from their competition.

 

Ease of use. Sales engagement platforms should be easy to use, with a simple, intuitive interface for salespeople of all experience levels. They should also integrate seamlessly with existing sales and customer interaction tools to ensure that they improve workflow.

 

Our Top 5 Sales Engagement Platforms

 

Here are the top five sales engagement platforms you need to consider in 2022.

 

Outreach.io

 

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Considered the fastest-growing and largest SEP available, Outreach excels in streamlining lead generation, customer relationship management, and campaign management. 

 

The platform helps to track customer touchpoints throughout the sales cycle. Using automation tools, sales reps can map out email sequences, schedule phone calls, and use various effective email templates to improve workflow and increase sales.

 

Established Player

 

Outreach was established in 2014 and has since been a long-time leader in the SaaS sales engagement platform space. They’ve been listed on Forbes 100 best cloud companies every year since 2018 and are backed by Salesforce as well. They are the trusted SEP for 19 of the 25 fastest-growing public software companies, including Zoom, Microsoft, and DocuSign.

 

Constantly Innovating

 

Manny Medina, CEO, stated that innovation is at the heart of the Outreach.io mission. He said this as he accepted the Tech Impact innovation award from Seattle Business Magazine in 2017. In their fierce commitment to innovation, Outreach continues to acquire new companies to create an even more robust offering to their customers.

 

Apollo.io

 

Best Sales Engagement Platforms: Apollo.io review

 

Apollo is a data-first sales platform that integrates with your existing tech stack to make it even more powerful. Sales teams can leverage precise targeting and filtering capabilities with data-based prospecting to develop the perfect list of companies and prospects. The extensive prospecting tools make outreach more efficient and effective, improving results.

 

Phenomenal Value

 

Based on their competition and robust offerings, Apollo offers some of the most attractive pricing plans in the space. There is even a Free option for users looking to experiment with the tool without ever needing to make a full commitment.

 

Rich in Prospecting Tools and Data

 

Apollo’s Chrome Extension gives sales teams the ability to not only scrape LinkedIn but any company website on the internet for verified email addresses and contact information. 

 

This machine learning platform studies activity patterns and can intelligently suggest leads to pursue using effective hyper-targeted segmentation to improve open and response rates. Sales teams can even split tests their outreach efforts and make necessary changes to their messaging based on a broad set of analytics.

 

All-in-One Solution

 

Apollo is a powerful and affordable all-in-one solution. This data-driven platform offers:

 

  • Precise targeting capabilities;
  • Email and calling automation;
  • Data-backed analytics tools for more effective prospecting;
  • CRM enrichment tools.

 

Autoklose

 

Autoklose sales engagement review

 

Autoklose is an all-in-one sales engagement platform and verified B2B database all in one. It is trusted by prominent market leaders, including IBM, VMware, and PayPal. The integrated outreach tools and massive database make it easier for sales teams to scale their prospecting efforts and close deals much faster.

 

Rich in Features

 

Autoklose integrates a comprehensive set of features and tools to make the sales team’s lives easier. Sales reps can quickly find potential customers through the outreach platform, improve their messaging with the email-automation tool, and better manage their email campaigns using highly targeted email sequences. 

 

The comprehensive dashboard gives sales leaders the ability to monitor the performance of their teams, both at a high level and an individual level.

 

Helpful Tools to Make Life Easier

 

In addition to the rich set of features, there are also built-in tools to help sales professionals work more effectively. These tools include but are not limited to built-in email verification, spam checkers, email volume throttling, and message writing assistance.

 

Affordable Pricing

 

Autoklose is affordable and trusted by sales teams of all sizes. Sales reps can get started right away with a $59.99 monthly plan, which includes unlimited contact uploads, campaign creation, tracking, and follow-ups. For those looking to test the tool, no credit card is required for the 14-day trial.

 

Woodpecker

 

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Woodpecker is an intuitive cold email tool that facilitates client outreach and business partner relationship nurturing for B2B companies. Email campaign sequences can be tailored to the recipients’ responses and behavior, using basic script templates and elements of personalization. 

 

Email Deliverability

 

Woodpecker uses a unique algorithm that ensures maximum deliverability to the intended prospect’s primary inbox. Email addresses are verified in real-time, reducing bouncebacks.

 

Advanced Campaign Features

 

Woodpecker’s software learns from past email sends and can intelligently suggest the correct recipients to pitch by understanding which companies are most likely to respond. Sales professionals can create an outreach campaign in just a few minutes, customizing it with their own messaging and integrations along the way.

 

Great Agency Features

 

Woodpecker provides a number of lead generation agency features, including one-click logins to each of your different client accounts and an easy-to-use client dashboard. Woodpecker’s email management and sequence capabilities make it possible to manage various email campaigns for several different agency clients at once, with ease.

 

Outplayhq

 

Outplayhq best sales engagement platform

 

Outplayhq is a sales engagement platform that enables multi-channel sales engagement across various platforms, including LinkedIn, chat, SMS, Email, Phone, and even Twitter. Using smart sales sequences, the sales team can constantly stay connected with their leads, improving their ability to book meetings and increase sales. This best-in-class platform has won awards for Best Support, Easiest to do Business With and High Performer in the Small and Mid-Market business sectors.

 

Advanced Personalization Options for Email Campaigns

 

With a mix of automation and personalization, sales reps can customize email templates with customer information to increase their likelihood of engagement. The platform also sends customizable follow-ups that are triggered by the prospect’s behavior, giving sales teams an edge when it comes to reaching leads at scale.

 

Magic Outbound Chat

 

Sales teams will receive an instant notification the moment one of their outbound sequence prospects lands on your company website. Sales reps can then engage the prospect via a real-time chat while the prospect is the most interested.

 

Advanced-Data & Insights Into Campaigns

 

Sales reps can make informed business decisions based on the real-time data of each of their outbound campaigns. The reporting and analytics provide clear insight into what moves the sales needle forward and the recommended next steps to drive revenue growth.

 

Best Sales Engagement Platforms: the Conclusion

 

Sales engagement platforms are becoming an integral part of sales teams’ ongoing success. With so many options to choose from, it’s important to consider the features and functionality that will be most helpful for your own business needs. When evaluating each platform, focus on what makes them unique and how they can help improve your team’s ability to drive revenue growth.

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