No More Cold Calling

JUNE 6, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. They don’t fill your pipeline with qualified B2B leads. Relationships are still how deals get done and how you get quality B2B leads. Don’t believe me?

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. What Is a B2B Sales Funnel? Interest Stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Zoominfo

OCTOBER 28, 2020

Its primary purpose is to help companies identify prospects interested in specific topics related to their value propositions. . Many vendors claim to provide their intent data in “real time,” but let me let you in on a dirty little secret. Why circle back and polish up a brand new intent engine?

Intent Data 208

Intent Data Buyer Intent Intent Data 208

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

DiscoverOrg Sales

AUGUST 11, 2017

The number of factors at play in purchasing decisions are too numerous to count – ranging from pricing, to product features, to reputation of the vendor, to the sales experience and so forth.n But what about B2B buyers? Download the free B2B Buyer Persona study in full. B2B buyers’ opinion of salespeople.

B2B 145

B2B Buyer Buyer Persona Vendor 145

Zoominfo

JUNE 14, 2018

Today we teach you everything there is to know about B2B event preparation—so you can get the most out of your next trade show or industry event. You should also consider jotting down a few questions or talking points related to the various speakers you’ll be seeing. Schedule time with specific vendors. Let’s get into it!

B2B 159

B2B Trade Show Social Media Vendor 159

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

MAY 3, 2018

Up to 25% of B2B database contacts contain critical errors. The B2B Database Glossary. For an in-depth guide to data normalization, check out The B2B Marketer’s Guide to Data Normalization. The vendor you choose will determine the quality of your database append. Final thoughts about your B2B database.

B2B 100

B2B ROI Lead Rank Lead Scoring 100

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. What Is a B2B Sales Funnel?

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Zoominfo

APRIL 24, 2020

We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Risk Management with Vendors. At ZoomInfo, data is our passion. What is Intent Data?

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Zoominfo

AUGUST 1, 2018

While B2C brands have embraced VR/AR on a large scale, B2B marketers have been slower to adopt this new technology. But, VR/AR is already making its impact on the B2B world, and will only continue to grow more prevalent in the coming years. But, here are a few of the most important benefits for B2B marketers: 1. Keep reading!

B2B 154

B2B B2C Scale Transportation 154

Zoominfo

DECEMBER 28, 2020

These efficient processes are critical, considering that more than three-quarters of surveyed B2B buyers described a recent purchase as “very complex or difficult.”. When B2B buyers need to solve a problem, they start researching online. The most straightforward way to access buying signals data is through a third-party vendor.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Pointclear

MARCH 27, 2014

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

eGrabber

MAY 21, 2020

COVID Layoffs are obsoleting existing B2B lists & draining sales energy. Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? Get LinkedIn Sales Navigator, most efficient for B2B prospecting. eGrabber has been in the B2B List building tools business since 1996. eGrabber Tip!

Vendor 52

Vendor Lead Rank Lead Scoring Hiring 52

Partners in Excellence

NOVEMBER 28, 2018

I just read a report, “ The Mood Of The B2B Buyer.” ” 53% of the respondents said, “If the vendor had a more complete solution.” Related Posts: Features And Benefits “Our Product Is Better Than Theirs”… Are You Really Different? There was one piece that provoked me to reflect.

Vendor 75

Vendor Comparison Discount Construction 75

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

eGrabber

MAY 21, 2020

COVID Layoffs are obsoleting existing B2B lists & draining sales energy. Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? Get LinkedIn Sales Navigator, most efficient for B2B prospecting 3. Get LinkedIn Sales Navigator, most efficient for B2B prospecting. eGrabber Tip!

Vendor 52

Vendor Lead Rank Lead Scoring Hiring 52

Zoominfo

MAY 3, 2018

What Is B2B Data? B2B data is insightful information used to help drive sales and marketing efforts. For 54% of B2B businesses , their biggest challenge to achieving success is the absence of data quality. The vendor you pick will determine the quality of your database append. What is Data Maintenance? Choose wisely.

Data 100

Data B2B Decision Maker Lead Rank 100

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. But that’s much more likely to happen when a vendor has an existing relationship with a customer.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Zoominfo

MAY 23, 2023

This information can be analyzed to identify account intent, or how likely prospects at a particular company are to engage with a particular vendor. Let’s say you’re a sales rep for a B2B software company that sells project management solutions.

Intent Data 130

Intent Data Intent Account Data 130

Mereo

JANUARY 6, 2022

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and get down to the most pressing challenges B2B executive leaders will face this new year. At Mereo, we have been talking to B2B executives on the frontline. DELIVER VALUE IN 2022.

B2B 45

B2B Meeting Salary Face-to-face 45

Zoominfo

MARCH 5, 2019

As the number of B2B technology vendors continues to grow at an unprecedented rate, the modern technology stack is in a constant state of evolution. The 2019 State of Technographics Report for B2B Sales Organizations [Infographic]. Now that we’re all up to speed, let’s quickly talk about today’s infographic. The end result?

B2B 180

B2B Territories Report Vendor 180

The Pipeline

SEPTEMBER 25, 2017

Buyer may be uncertain about a number of things related to their purchase, which impacts the level of risk they perceive. These are not bad, but are usually product or vendor centric. By failing to deal with uncertainty, they elevate risk.

Vendor 272

Vendor Buyer Travel Objections 272

Zoominfo

OCTOBER 28, 2020

Its primary purpose is to help companies identify prospects interested in specific topics related to their value propositions. Many vendors claim to provide their intent data in “real-time,” but let me let you in on a dirty little secret. Why circle back and polish up a brand new intent engine?

Intent Data 100

Intent Data Buyer Intent Intent Ideal Customer Profile 100

Smooth Sale

DECEMBER 23, 2023

Good Vendor Relationships You work with many other businesses in the construction industry, including customers and contractors. One of the most important B2B (business-to-business) relationships to foster has to be your vendor relationships. Research each possibility to ensure the vendor meets your criteria.

Construction 108

Construction Hiring How To Vendor 108

Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. B2B intent, aka the data that tells you what companies are researching on the B2B web. So you can see when a company is increasing consumption on research-related topics.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

SalesFuel

MARCH 20, 2024

Unfortunately, these types of price-related objections are common. According to SalesFuel’s Voice of the B2B Buyer , over one-third of buyers say, “I am willing to pay a premium to buy from companies that provide a superior customer experience.” This concern is followed by prospects not having enough budget.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

HeavyHitter Sales

JULY 23, 2017

This is the first of a series B2B Buyer Persona Research articles. I recently conducted an extensive research project of B2B Buyers t o understand how they perceive the salespeople they meet. What are the implications of nearly two-thirds of B2B salespeople being considered as average or poor? This Steve W.

Lead Rank 68

Lead Rank Lead Scoring Buyer B2B 68

Customer Centric Selling

JULY 9, 2018

Although B2B buyers are most interested in product features and functionality when evaluating companies, buyer’s perception of your company can sway their decision in your favor (or not). Primary Intelligence discovered that 20% of buyers, approximately 1 in 5, rate vendors as “poor” in most company-related criteria.

Buyer 65

Buyer B2B Vendor Case Study 65

Sales and Marketing Management

OCTOBER 12, 2020

And expect that revenue will tilt for a while toward growth from existing customers rather than new logos because, in times of uncertainty, buyers tend to go to the vendors they know. Before COVID-19, few Fortune 500 customers would hold a videoconference with a vendor – everything was done in person or by teleconference.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Sales and Marketing Management

APRIL 24, 2017

If a prospect is out looking because their boss hates their vendor and they need to find an alternative, that’s a very different conversation than if the prospect saw your presentation at CES and wants to learn more. Here too, a customer may struggle with “habits-in-use” and “habits-in-choice.” Is the product easy to buy?

Hiring 189

Hiring B2B Demand Generation Agencies Demand Generation 189

The Pipeline

SEPTEMBER 17, 2019

According to Demand Gen Report’s 2018 B2B Buyers Survey Report. Business practices tightened up with the downturn; decisions were reviewed questioned and killed early if they did not relate to maintaining the business. The credit markets tried up, as did funding for projects, and related purchases. Long Strange Trip.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

Artesian Solutions

NOVEMBER 14, 2018

After throwing himself into a series of sales related exercises, he was sent home very deflated, having been told that he would never have a successful sales career. Andrew Jenkins (AJ): One of the things I love about working in B2B sales, is that no two days are the same. SS: How do you see B2B sales changing over the next 5 years?

B2B 70

B2B Oracle Territories Vendor 70

Chorus.ai

MARCH 28, 2022

Chorus has been named a “Strong Performer” by Forrester Research and one of the top 14 vendors in The Forrester Wave™: Revenue Operations & Intelligence Q1 2022 report. Our engineers have built all of our transcription models and algorithms, and have received 14 granted patents to date — more than any other vendor in the RO&I space.

Report 118

Report Revenue Lead Rank Lead Scoring 118

Zoominfo

APRIL 24, 2020

We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. At ZoomInfo, data is our passion. So, let’s start there. What is Intent Data?

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

The Pipeline

MARCH 23, 2017

Most B2B sales people, and their extended teams, have for years have presumed the opposite, (encouraged by the pundits), building much of their sales approach on that erroneous assumption. Labouring under this misconception has led to B2B sellers/organizations to miss a great opportunity to bring real value to buyers.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185