Zoominfo

NOVEMBER 24, 2020

Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. That way, you can reach out to prospects as they are actively seeking more information about you. link] pic.twitter.com/PdbtSw0rlw — ZoomInfo (@ZoomInfo) February 8, 2020.

Intent Data 244

Intent Data Intent Data Intent Signal 244

Zoominfo

NOVEMBER 24, 2020

Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. That way, you can reach out to prospects as they are actively seeking more information about you. link] pic.twitter.com/PdbtSw0rlw — ZoomInfo (@ZoomInfo) February 8, 2020.

Intent Data 230

Intent Data Intent Data Intent Signal 230

Zoominfo

AUGUST 16, 2021

Selling points and promises aside, without fully understanding their prospects, companies can amass all the data in the world without actually using it to its full potential. Let’s begin with a very basic definition: Intent data shows which accounts and prospects are actively researching solutions on third-party sites.

Intent Data 130

Intent Data Intent Data Buyer Intent 130

Salesmate

JULY 28, 2020

25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals. Persuading the prospects to spend their precious dollars in your product/service is surely a challenging task. Fanatical Prospecting.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. So whatever you pitch to your prospect needs to work for their purchase-savvy staff. But remember the context will come from your research. — ZoomInfo (@ZoomInfo) March 31, 2020. Cold calls?

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Hubspot Sales

APRIL 10, 2020

You’re at risk if your customer prefers to spend up to 70% of their buyer journey doing their own research online and you’re not able to help them along the way. Here are five ways to shift your sales strategy to adapt to buyer behavior in 2020. When you’re in the right place at the right time, selling becomes a whole lot easier.

Buyer 126

Buyer Top of Funnel Ideal Customer Profile Inbound 126

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

John Barrows

FEBRUARY 6, 2020

Or prospecting into accounts by saying “I’d like to set up some time to talk about your 2020 priorities and how we can help you achieve your goals.”. Before reaching out to an account, do five minutes of research and look through their earnings reports or review recent press releases. Are those yours?”

Discount 176

Discount Account Industry Google 176

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. Sometimes called the “Copier Warrior,” Dale built a name for himself by prospecting with ultra-creative 1-1 videos, crumpled up pieces of paper, and a sword. If you plan to sell in 2020 and beyond — and that should be all of us — then you’ll want to see this.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

Zoominfo

MARCH 29, 2023

Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. At ZoomInfo, we want sales teams to reach out to prospects who visit our website in less than 90 seconds. If your buyers are taking their sweet time, you should be doing the exact opposite.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Zoominfo

NOVEMBER 24, 2020

Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. That way, you can reach out to prospects as they are actively seeking more information about you. Or rather, not all intent data is relevant to your business needs. It’s a win-win situation.

Intent Data 130

Intent Data Intent Data Intent Signal 130

Chorus.ai

MAY 5, 2020

Do your research. Personalizing your outreach is always preferable, which can only happen if you have researched your prospect. The next step is applying that research to relevancy. It’s critical that you use personalization, relevancy, and research to cut through the noise. If not, pivot. suggested Ray.

Hiring 62

Hiring Software Software Pivotal 62

Allego

MAY 25, 2021

AI has become an essential part of the tech industry, helping solve many challenging problems in computer science, software engineering and operations research. We’ve entered an era of hybrid selling, with prospects and sellers meeting both in-person and virtually. Buyers now prefer to do research before meeting with sellers.

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

Zoominfo

SEPTEMBER 15, 2020

According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects. ZoomInfo’s Intent tool allows sales reps to narrow down ideal prospects with buying intent using filtered searching, notifications, and CRM integration. A Guide for 2020.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. Blanket outreach or prospecting will be ignored, and worse, despised.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Zoominfo

OCTOBER 15, 2020

Last November, I spent a weekend with our executive team brainstorming the biggest and most exciting opportunities for our growth in 2020 and beyond. And, how do they thoughtfully and effectively engage with the prospective buyer. But, most importantly, we can deliver streaming intent to our customers.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Hubspot Sales

FEBRUARY 22, 2021

Though 2020 is (blessedly) behind us, most companies don't have the luxury of taking a breather. If your sales were less than stellar in 2020, you might want to take a good hard look at your pricing strategy. If you lost revenue in 2020, you might want to look into your lead generation techniques and qualification criteria.

Revenue 107

Revenue Hiring Lead Generation Sales Qualified Lead 107

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . I don’t like it—and your prospects don’t like it.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Zoominfo

MARCH 4, 2018

The goal of B2B selling is to reach prospects and form meaningful connections with them. And for good reason — your CRM manages customer and prospect data which contains valuable information regarding customer behavior and buying habits. link] pic.twitter.com/Cc84FomXzM — ZoomInfo (@ZoomInfo) April 3, 2020 2.

B2B 130

B2B Decision Maker CRM Lead Rank 130

Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. So whatever you pitch to your prospect needs to work for their purchase-savvy staff. But remember the context will come from your research. Who exactly are you calling? Why should they listen to you?

Cold Calling 100

Cold Calling Data Hiring Intent Data 100

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. Here are some ideas that will help when you are holding a virtual meeting with a prospect online. Virtual Meeting Don’ts.

Meeting 156

Meeting Face-to-face How To Call-back 156

ExecVision

NOVEMBER 21, 2019

For teams that want to go head-to-head with the competition and grow in the market, there are 10 priorities for sales leadership to focus on for 2020: A Strong Coaching Culture and Program. At a minimum, your tech stack should include: Sales acceleration tools that help you move prospects through the sales cycle efficiently.

Hiring 40

Hiring Top of Funnel GoldMine Coaching 40

Cience

OCTOBER 6, 2020

If tailored well, targeted prospecting starts conversations with ideal accounts, generates qualified leads, provides strong ROI, and grows revenue. Sales research, overlooked by more of us than we’d like to admit at the prospecting stage, has outsize impacts on top-of-funnel velocity. Define Your Type of Research.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

Close.io

NOVEMBER 25, 2019

When you go above and beyond to get someone’s attention—when do some research to understand them better and send something that’s both personalized and meaningful to that person—you’ve done something nice for them and made them feel obliged to at least return the favor with their time. Send a handwritten note when your prospect goes dark.

Scale 76

Scale Direct Mail How To Inside Sales 76

Shari Levitin

JANUARY 21, 2020

Gartner tells us buyers spend an average of 87 percent of their time researching products and only 17 percent engaging with sellers. Do you focus your complete attention on your prospect? Do you think about what you want to say next, or do you let prospects share their whole story? What’s the solution? Make sense of it.

Ideal Customer Profile 126

Ideal Customer Profile Scale B2C Intent 126

Sales Hacker

MARCH 5, 2021

As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. Research by McKinsey confirms that today’s decision-makers will, in their ideal post-pandemic world, continue to research and make purchase decisions remotely. Speaking of research, buyers will not skimp on it.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Hubspot Sales

AUGUST 21, 2023

There's a whole world of untapped potential around you — prospects you know would benefit from your product or service. Solicited Business Proposals : Solicited business proposals are requested by prospective clients so that they can decide whether to do business with your company. Know exactly what you need? Specificity is key here.

Proposal 98

Proposal Examples How To Social Media 98

Gong.io

MARCH 17, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. Follow me to read upcoming research. Our previous research shows that top performers – those above 120% of quota – have a talk-to-listen ratio of 43:57. The conference room door shut. . How are they doing it?

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Zoominfo

JULY 22, 2018

This type of strategy is all about making it easy for prospects and customers to interact with branded content—wherever, whenever, and however, they want. 81% of C-level employees anticipate more digital interaction with customers by 2020, and 66% expect more focus on customers as individuals ( source ).

Marketing 189

Marketing Retail Channels Social Media 189

Vengreso

JUNE 8, 2022

There’s no surprise that some sellers rise to the top, while others find it increasingly difficult to prospect. With so many sales tools, prospecting methodologies , and B2B sales strategies to navigate, knowing just what you should be doing to generate higher quality leads that convert to sales can be complicated.

Commission 69

Commission B2B Buyer Lead Rank 69

Salesmate

APRIL 15, 2021

25 ready-to-use prospecting email templates for startups (Guaranteed to get a Response). P.S: Business Magazine has put us on the list of 52 Best Startup Companies to Watch Out For in 2020 . With so many emails clogging the inbox, your prospect may ignore your first message; this is where a follow-up email becomes important.

Guarantee 52

Guarantee Prospecting Real Estate Ideal Customer Profile 52

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. But that’s not all. How can your business respond? Whitepapers. Buyer’s guide.

Collateral 98

Collateral Case Study Retention Hubspot 98

Sales Hacker

AUGUST 12, 2021

Research from late 2020 shows that touches to close rose 65% from pre-COVID-19 pandemic levels. Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Email velocity is a direct indicator of how interested the prospect (or account in general) is.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

PandaDoc

AUGUST 18, 2020

Since the COVID-19 pandemic took hold in early 2020, the world has moved online, and business is no exception. Whichever you choose, it should be easy to use for both you and your prospective client. Research the prospective client as thoroughly as possible before you meet. Give the prospective client your full attention.

Meeting 98

Meeting B2B Face-to-face Follow-up 98

Zoominfo

DECEMBER 5, 2019

This type of strategy is all about making it easy for prospects and customers to interact with branded content—wherever, whenever, and however, they want. 81% of C-level employees anticipate more digital interaction with customers by 2020, and 66% expect more focus on customers as individuals ( source ).

Marketing 100

Marketing Retail Channels Social Media 100

Corporate Visions

MAY 6, 2020

Best case, research shows that your audience will only remember 10% of what you show them after 48 hours. Read more about the 2020 Top Sales Training Companies list on TrainingIndustry.com. But what happens after a prospect becomes a customer? Looking for more research-backed insights to improve your marketing and sales?

Churn 59

Churn Quota LinkedIn Up-Sell 59