The Pipeline

FEBRUARY 13, 2018

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. A typical problem many had faced when they sought stats to validate their preconceptions, rather than acting on what the stats highlight. By Tibor Shanto.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

Zoominfo

NOVEMBER 20, 2023

Marketers are definitely at the forefront of experimenting with GenAI. Their rapid growth recalls some of the most durable tech-driven shifts of modern history, with research by Bloomberg suggesting the generative AI market will grow to $1.3 What Does this Mean for Marketers? How Do Marketers Use Generative AI?

Data 130

Data Scale Lead Rank Marketing 130

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. You’ll get high ROI.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Sales and Marketing Management

MAY 4, 2020

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. If you’ve been dabbling in email marketing or using email for sales purposes, it’s no surprise you’re ending up disappointed by the results. It’s annoying your intended audience.

Email Marketing 248

Email Marketing Marketing Follow-up Data 248

The Pipeline

OCTOBER 15, 2019

Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. Couple that with the obsession on quarterly results leads to the short-sightedness of many sales organizations’ approaches to prospecting and pipeline management.

Prospecting 212

Prospecting Influencer Buyer Education 212

Zoominfo

SEPTEMBER 5, 2023

Combining historical sales patterns and customer profile data with external signals — economic indicators, news and survey data, and buyer intent — results in improved forecasts grounded in both past performance and current market conditions.

Lead Rank 130

Lead Rank Data Marketing Segment 130

The Pipeline

NOVEMBER 10, 2016

In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. This would work great if a large segment of the market had needs they were willing to act on, but the reality is that most potential prospects do not. So now we are down to message.

Objections 296

Objections Prospecting Cold Calling Account Based Marketing 296

Pipeliner

MARCH 18, 2020

First, think of something positive that enables you to be effective in your organization, your territory or your market. Now, think of something negative that burdens you, your organization, your territory or your market. The post Believe, Act and Win! That was nice, wasn’t it? Good feelings, for sure.

ACT 87

ACT Pharmaceuticals Territories Consumer 87

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? In fact, over 20% of marketers in a HubSpot survey say that personalization improves their engagement.

Prospecting 130

Prospecting Scale Lead Nurturing Campaigns 130

SalesforLife

NOVEMBER 23, 2018

When you walk the sales floor, or you conduct your 1-on-1’s with your sales team this week, did you think “wow, do we ever have ‘random acts of prospecting’? Sales professionals are given so much latitude, that there is absolutely no real prospecting process. You’re not alone!

ACT 63

ACT Prospecting Inside Sales Objections 63

Sales and Marketing Management

MAY 4, 2020

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. If you’ve been dabbling in email marketing or using email for sales purposes, it’s no surprise you’re ending up disappointed by the results. It’s annoying your intended audience.

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

Zoominfo

MARCH 1, 2022

Whether identifying new leads and prospects, targeting specific audiences with marketing messaging, or searching for your next key hire, knowing where people are moving — and when — has never been more important. That’s why we’re excited to announce the launch of Tracker for ZoomInfo SalesOS. Who is Tracker For? Who is Tracker For?

Prospecting 100

Prospecting Decision Maker Hiring ACT 100

Sales Hacker

NOVEMBER 9, 2017

By the time a prospect today talks to a sales rep they are already more than halfway done with the buyer journey. The new breed of salesperson will think like a rep, act like a marketer, and react like customer service. The new breed of salesperson will think like a rep, act like a marketer, and react like customer service.

Customer Service 84

Customer Service ACT Hiring Customer 84

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. The digital age is here to include online scheduling tools that act as your personal appointment concierge.

Prospecting 88

Prospecting How To Hiring Influencer 88

The Pipeline

MAY 1, 2018

Today I’ll unpack three little, but interconnected things you can infuse your prospecting with, one at a time, to help you build a more robust pipeline. But that’s not enough; it needs to be intelligent and planned, remember we are talking prospecting, not mid-deal. These and other pieces require engagement.

Prospecting 202

Prospecting Infusion Segment Buyer 202

Corporate Visions

AUGUST 13, 2020

The post Why is Most B2B Marketing So Forgettable? Every marketer wants to make an impact. Your buyers interact with your marketing in one moment, but they make the decision to buy in the future. Unfortunately, most marketers don’t believe their content is memorable or actionable. Why Most B2B Marketing is Forgettable.

B2B 134

B2B Marketing Top of Funnel ACT 134

Alice Heiman

APRIL 15, 2020

A month ago, you knew what to say when you picked up the phone or composed an email to prospect s. You knew your ideal customer profile, your target market, and your value propositions. You had all the tools you needed to prospect efficiently and effectively. . The New Reality of Prospecting . Relationships matter.

Ideal Customer Profile 166

Ideal Customer Profile Prospecting How To Face-to-face 166

Act!

APRIL 23, 2024

You need a solid account-based marketing (ABM) approach to get your potential clients interested, and this is where a customer relationship management (CRM) solution can come in handy. A CRM for commercial real estate can help you manage your accounts and implement a targeted marketing approach.

Real Estate 52

Real Estate CRM Account Based Marketing Ideal Customer Profile 52

Act!

APRIL 25, 2024

It’s the key to making each prospect feel valued instead of treating them like another sales target you need to tick off your to-do list. Integrating personalized touchpoints into your sales outreach strategy can help you strike a chord with prospects. Don’t skimp on research How do you make a prospect feel that you value them?

Social Media 52

Social Media How To Case Study ACT 52

Zoominfo

JUNE 14, 2022

Billions of dollars have been invested in software promising to transform how sales and marketing teams reach new audiences. Sales and marketing tech stacks have swollen, with dozens of conflicting tools promising greater efficiency, accelerated growth, and higher revenue. We call this Go-to-Market operations, or simply, GTM Ops.

Ideal Customer Profile 130

Ideal Customer Profile Hiring Marketing Face-to-face 130

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. The original displayed the logos of 140 prominent marketing tech brands. What is a Marketing Technology Stack? Get a Demo 2.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

BuzzBoard

NOVEMBER 6, 2023

The ability to persuade and sell your marketing services to local businesses is no less than a form of art that can make the difference between success and obscurity. … to become the orchestrator of change and hone your sales and marketing expertise to perfection? But mastering an art form is not always that simple!

Marketing 92

Marketing Hiring Case Study ACT 92

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

MAY 19, 2020

There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide. It is clear from this definition that if you are doing your job as an email marketer, you should NEVER be sending spam. The CAN-SPAM Act.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

BuzzBoard

APRIL 16, 2024

Explaining the Importance of Lead Generation Strategies for Digital Marketing Agencies Lead generation strategies serve as crucial tools for digital marketing agencies. They act as the linchpin for agency growth, enhancing sales and cultivating an increasing client base.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

Sales and Marketing Management

FEBRUARY 23, 2020

Author: Carmen Simon People act on what they remember, not what they forget. So, if you want to persuade your buyers to act in your favor, you need your content to stick in their minds?—?you Thankfully, there’s a framework backed by brain science for getting people to act on the 10% you want them to remember.

Intent 296

Intent ACT Influencer Call-back 296

The Pipeline

AUGUST 8, 2011

Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. April 2008. March 2008. February 2008. January 2008.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales 2.0

MARCH 6, 2024

or inbound via the efforts of their marketing department. Developing solution hypotheses : In the next era of selling salespeople are going to have to start acting like consultants, having a “ one up ” approach as Anthony Iannarino calls it. Networking : Here’s a post I wrote about how to make prospecting easier.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

The Pipeline

JANUARY 5, 2017

No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Over 90% of sales conversations are started or initiated by the seller, this goes to 100% of telephone prospecting calls, especially cold calls.

Prospecting 210

Prospecting Cold Calling Call-back Follow-up 210

Zoominfo

OCTOBER 5, 2021

Attempting to grow your business without marketing intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. Businesses are catching on to the importance of market intelligence. What Is Market Intelligence?

Data 130

Data Marketing Scale Analysis 130

Partners in Excellence

APRIL 24, 2020

But while we face an opportunity rich environment, we need to be very focused and selective with those we prospect. But as we prospect now, it’s even more important to be hyper-focused. Focusing on our ideal customers and those who are committed to change has always been the cornerstone of effective prospecting.

Prospecting 115

Prospecting Face-to-face Enterprise Enterprise 115

Act!

JANUARY 23, 2024

Marketers utilize web forms to complete orders, gather customer information, and collect valuable leads, with 28% of them recognizing the positive impact of the proper form fields on lead quality (Venture Harbor). Seamlessly integrated with Act! Link2forms+ seamlessly integrates with Act!,

Benefit 52

Benefit ACT Demand Generation Agencies Lead Generation 52

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. You’ll get high ROI According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI.

Email Marketing 130

Email Marketing Benefit Webinar Metrics Marketing 130

Zoominfo

OCTOBER 20, 2021

For all the recent talk of “The Great Resignation,” hiring managers in virtually every industry have learned two hard truths during the pandemic: the current employment landscape is very much a candidate-driven market, and attracting top talent has never been more difficult. Make the application experience as easy as possible.

Marketing 100

Marketing Scale ACT Retail 100

Zoominfo

FEBRUARY 8, 2022

Account-based marketing is used by most B2B companies, and it’s easy to see why: it promises to bring marketing and sales closer together, target accounts as one revenue team, and drive bottom-line results. Here are four ways our new platform empowers marketers to effectively and efficiently land their target accounts.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100