Zoominfo

JUNE 10, 2022

Responsible business leaders should have a comprehensive understanding of GDPR, including what it is, how it relates to them, the most commonly asked questions about GDPR and data usage, and how to remain GDPR compliant with B2B marketing and sales. What Does it Mean for a B2B Organization to be GDPR Compliant? What is GDPR?

B2B 130

B2B Data Ideal Customer Profile Intent 130

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Let’s take a look at what exactly B2B customer profiles are, how to create them, and how they can make or break your marketing campaign. What’s Included in a B2B Customer Profile? What is a Customer Profile?

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Showpad

JUNE 24, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. What is enterprise sales? Selling an enterprise solution that scales. It can take months or even years to complete an enterprise sales cycle.

Enterprise 73

Enterprise Enterprise Scale How To 73

Zoominfo

MARCH 4, 2018

Technological advancements can transform any industry or job function overnight — including B2B sales. What Is The B2B Selling Process? The goal of B2B selling is to reach prospects and form meaningful connections with them. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

B2B 130

B2B Decision Maker CRM Lead Rank 130

SBI

JANUARY 9, 2018

Entertain this quick thought exercise: If a sales rep picks one of their customer accounts – it doesn’t matter if it’s one of the largest or smallest – what percentage of the total possible spend related to the goods and services your company provides have they captured? Could they capture more? If so, where and how?

Analytics 139

Analytics B2B Benefit Scale 139

DiscoverOrg Sales

DECEMBER 20, 2017

.” To me, these expectations echo the hype surrounding the possibilities of what AI can do … rather than the reality of what B2B AI is actually capable of today. The B2B business community is only just now entering the “Early Adopters” period.

B2B 150

B2B Marketing Data System 150

Zoominfo

APRIL 30, 2021

Rather than splitting new business from customers, we went deeper and segmented follow-ups into buckets, like new business, existing business, enterprise, non-enterprise, and international,” Daly says. B2B marketers prefer these platforms for large virtual conferences: Intrado at 31.6%, ON24 at 20.1% and Bizzabo at 14.8%.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Sales Hacker

MAY 23, 2019

Is It Possible to Shorten the Enterprise Sales Cycle? of a sales workday for functions directly related to selling. That’s especially true in enterprise deals. Keep reading to learn 8 key tactics to effectively shorten the enterprise sales cycle and manage the close on time. 8 Tactics to Shorten the Sales Cycle.

Sales Cycle 67

Sales Cycle Enterprise Enterprise Decision Maker 67

Hubspot Sales

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Can I Afford To Be Patient?

Churn 75

Churn Scale Hiring Consumer 75

Showpad

JUNE 23, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. What is enterprise sales? Selling an enterprise solution that scales. It can take months or even years to complete an enterprise sales cycle.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

Zoominfo

JULY 8, 2021

It is the system of record where the majority of sales-related activities are entered and managed,” says Sneh Kakileti, head of enterprise products at ZoomInfo. CRM systems act as a home base for sellers. Previously, these same sales reps needed to leave their home base to search for prospects and build opportunity pipelines.

Data 246

Data Microsoft Decision Maker CRM 246

Sales and Marketing Management

OCTOBER 12, 2020

Even in today’s digital world, enterprise technology sales remains a largely in-person business. In fact, according to a McKinsey survey of B2B salespeople, “While some skepticism remains, more than half believe this is equally or more effective than sales models used before COVID-19.” The all-virtual sales model is a big change.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Zoominfo

SEPTEMBER 12, 2023

For teams that need to build GenAI into their workflows today, the answer is clear: high-quality B2B data must be the backbone of your AI initiatives. For example: Despite the core importance of CRM systems to B2B growth, companies still estimate that about a third of their data is inaccurate on average. “We

Data 147

Data Scale Lead Rank Hiring 147

Sales Hacker

SEPTEMBER 15, 2022

In these challenging economic times, business as usual has been anything but – and like many sectors, B2B sales is in the midst of transition. A recent survey of B2B sales professionals commissioned by my company, Lusha, sheds light on the extent to which this critical industry is in a state of flux. 33% had poor sales demos.

Report 96

Report Survey B2B How To 96

Hubspot Sales

SEPTEMBER 3, 2019

While tracking metrics is an important activity for all sales organizations, B2B sales teams face unique challenges. In B2B sales, the stakes are often much higher, and closing the deal can be a more involved process. That's why defining and tracking relevant metrics for your B2B sales organization is critical for success.

Lead Rank 92

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 92

Zoominfo

OCTOBER 2, 2018

Why should data normalization be top-of-mind for B2B marketers? In fact, 56% of enterprise software decision makers have implemented a sales force automation solution (CRM) and 53% have implemented an enterprise marketing solution. But first, let’s define what data normalization is. What is data normalization?

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

Zoominfo

SEPTEMBER 25, 2018

1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. This Podcast is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

No More Cold Calling

AUGUST 19, 2014

He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. But underneath all of that are people building relationships with other people, doing favors, earning trust, conversing, relating, connecting, etc. The presenter was Tippit’s CEO Scott Albro.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Sales and Marketing Management

MARCH 8, 2020

There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant. We have a long way to go,” Venkata says.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Zoominfo

JULY 5, 2023

At the recent Forrester B2B Summit North America, ZoomInfo founder and CEO Henry Schuck sat down with leaders from Smartsheet, Sendoso, and BlueOcean to talk about the practical ways ZoomInfo has helped them optimize productivity and align their sales and marketing goals. See for yourself with a free trial.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

Zoominfo

OCTOBER 5, 2021

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Because B2B organizations often mistake go-to-market strategies as being a new launch. These messages resonate more when identifying and communicating what uniquely relates to them. Get a Demo Why Do You Need a Go-to-Market Strategy?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Partners in Excellence

JANUARY 6, 2021

As we look at complex B2B enterprise level solutions, without a doubt, they are complex. ” I remember when I sold mainframe computers and very complex enterprise software, I looked down my nose at minicomputers, PCs, and simple “packaged software.” ” This demonstrates how blind/arrogant I was.

Revelation 128

Revelation Face-to-face Enterprise Enterprise 128

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. What I believe is that B2B sales professionals should have the humility to accept it when things don’t work out.

B2B 55

B2B Top of Funnel Sales Qualified Lead Enterprise 55

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. How should somebody be thinking of themselves as they approach a critical meeting with an enterprise buyer?

Enterprise 52

Enterprise Enterprise Marketing How To 52

Alice Heiman

MAY 4, 2023

He has helped build marketing, sales, and customer success operations for hundreds of organizations over the last 10 years, with a focus on high-growth B2B technology companies.

Maximizer 69

Maximizer Revenue Scale How To 69

Zoominfo

APRIL 30, 2021

Rather than splitting new business from customers, we went deeper and segmented follow-ups into buckets, like new business, existing business, enterprise, non-enterprise, and international,” Daly says. B2B marketers prefer these platforms for large virtual conferences: Intrado at 31.6%, ON24 at 20.1% and Bizzabo at 14.8%.

Trade Show 130

Trade Show Top of Funnel Funnel Conference 130

Sales Evangelist

APRIL 11, 2022

With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations. Enterprise sales have dramatically changed in the last few years, and that’s as a result of digital transformations. In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai

Objections 40

Objections B2B Sales Qualified Lead LinkedIn 40

Sales Evangelist

APRIL 11, 2022

With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations. Enterprise sales have dramatically changed in the last few years, and that’s as a result of digital transformations. In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai

Objections 40

Objections B2B Sales Qualified Lead LinkedIn 40

Sales Hacker

MARCH 22, 2018

In this article, I will summarize what I’ve learned about B2B sales outsourcing. Sales Qualified Leads (SQL) can be processed by field sales or by inside sales, depending on the complexity of the product, the target segment, and the related sales process. The post B2B Sales Outsourcing Is Dicey. W hat is Sales Outsourcing?

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

Zoominfo

SEPTEMBER 29, 2022

Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. During a live call, product managers get real feedback in real time — smiles, blank stares, indifference — and can address it directly by reinforcing a talking point, mentioning a related feature, or referring to an upcoming enhancement.

Engineering 130

Engineering Scale Call-back Decision Maker 130

Cincom Smart Selling

MAY 27, 2020

For most companies, the likely reality is they are emerging from this initial phase as different enterprises. For most companies, the likely reality is they are emerging from this initial phase as different enterprises. For years, companies have been promoting messages that relate to their values, mission and capabilities.

Customer 77

Customer Enterprise Enterprise Social Media 77

PandaDoc

AUGUST 16, 2022

Many B2B and B2C sales professionals turn to LinkedIn to ask for their peers’ advice and share inspiring, relatable content around prospecting, cold email, demos, outreach, and more. He regularly shares content related to B2B, sales, cold calling, and experiential marketing. Ian is an expert in Enterprise Sales.

LinkedIn 52

LinkedIn Cold Calling Hiring Enterprise 52

Zoominfo

JULY 8, 2021

It is the system of record where the majority of sales-related activities are entered and managed,” says Sneh Kakileti, head of enterprise products at ZoomInfo. CRM systems act as a home base for sellers. Previously, these same sales reps needed to leave their home base to search for prospects and build opportunity pipelines.

Data 130

Data Microsoft Decision Maker CRM 130

Cience

JANUARY 10, 2020

Is this also true for B2B websites? Let’s ask B2B marketers. Mobile Optimization for B2B ? We ran a short survey asking B2B marketers the following questions: Is your website mobile?friendly? How important is mobile optimization for B2B in your opinion? CIENCE included, that makes 33 B2B companies.

B2B 54

B2B Top of Funnel Marketing Lead Rank 54

Sales Evangelist

MARCH 26, 2021

Listen as Nadia shares how to overcome the most common objections in B2B sales. She manages all the teams from the commercial mid-market all the way through enterprise and global. Objections: How to Overcome the Most Common Objections in B2B Sales” episode resources Follow Nadia Rashid on LinkedIn.

Objections 40

Objections Top of Funnel B2B How To 40

Sales Hacker

OCTOBER 13, 2023

Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Personalize your ABM campaigns with specifically relatable messaging and very targeted and warm call-to-actions. We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken.

Conference 98

Conference Demand Generation Targets Account Based Marketing Scale 98

Product Management University

NOVEMBER 14, 2022

In B2B, product marketing is focused on articulating the value of individual products. Portfolio marketing in B2B is focused on articulating the value of your portfolio to vertical industry segments like retail, healthcare and manufacturing. Your portfolio has more market and customer value than the sum of the products.

Marketing 59

Marketing Segment Lead Rank SalesForce 59