Zoominfo

JANUARY 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Your content should present your brand as a thought leader.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

JUNE 26, 2020

As part of your go-to-market strategy, an outlined process lays out exactly how a product should be sold, where customers can purchase, and which channels to utilize. Organize Lead Sources and Channels. Depending on industry, company size, and solution type, certain channels could work better than others for lead gen.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

SalesLoft

FEBRUARY 9, 2024

million to be exact. Find your omnichannel cadence Our data shows that customers require 10-14 steps across 3-5 channels. This is especially true given the fact many SMBs are businesses-of-one, so it can be difficult to reach the sole decision maker. You need to be on SMS, video, social media, and other channels, too.

Enterprise 52

Enterprise Enterprise Lead Rank Revenue 52

Showpad

FEBRUARY 9, 2024

Each interaction is an opportunity for a seller to add meaningful value and build trust with the buyer — an opportunity that marketers should pay attention to and leverage as a channel for their messaging. 65% of decision makers say sales content does not show an understanding of their specific business needs.

Scale 52

Scale Face-to-face Decision Maker Channels 52

Sales and Marketing Management

DECEMBER 22, 2019

Hit up social channels, read their 10-Ks, and keep up with industry press to know what’s going on right now: What are prospects’ recent struggles? Think of it as a seamless hand-off between a person in the seller’s network and a decision maker at a company. Introductions entail more than the introduction itself.

Decision Maker 240

Decision Maker Demographics Face-to-face Call-back 240

Sales and Marketing Management

JULY 27, 2018

You rely on the information you get through these channels, but you also know they are fraught with uncertainty. . Unless your source is talking directly to decision-makers at the company, you’re still risking wasting your and your company’s time on prospecting that may not pan out. Check Your Biases.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. 11 Steps to Build an SMB Lead Generation Strategy Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels.

Lead Generation 100

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 100

Gong.io

SEPTEMBER 26, 2022

Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. Gartner predicts that 80% of B2B sales interactions will occur in digital channels by 2025. 70 to 80% of B2B decision-makers prefer remote interactions.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Gong.io

NOVEMBER 7, 2022

They involve more decision-makers and have larger values. But how do you handle multiple decision-makers? A complex or enterprise sale is a high-value deal that involves multiple decision-makers and a lengthy process. There’s no exact dollar figure, but these deals can easily reach six figures or more.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Zoominfo

APRIL 17, 2020

That information lies with the hiring manager, the ultimate decision-maker in the process. Identify the Right Decision Makers Within Your Target Organization. Even within the same organization, different decision-makers/influencers may need to be approached differently. Define Your Niche. Do Your Research.

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

Zoominfo

MARCH 3, 2021

Find stakeholders in charge of purchasing decisions. or “Who are your company’s decision-makers?”) More than half (56%) of B2B buyers have four or more people involved in a purchase decision, while 21% have seven or more — so you’ll have to convince more than one person. Offer a demo to every decision-maker.

Sales Cycle 100

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 100

Gong.io

DECEMBER 14, 2022

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales — deals that involve large decision-making groups and long sales cycles. Categorize your decision-makers.

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Zoominfo

OCTOBER 5, 2021

As part of your go-to-market strategy, an outlined process lays out exactly how a product should be sold, where customers can purchase, and which channels to utilize. Organize Lead Sources and Channels Implementing lead generation campaigns is crucial to overall company success. This is where a go-to-market (GTM) strategy comes in.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

DiscoverOrg Sales

FEBRUARY 1, 2019

To understand chat, and how it is specifically used in sales enablement activities, I sat down with Billy Peterson, Account Development Manager at Tellwise, to explore use cases, best practices, and what demand-gen teams can expect from the channel to put them ahead of the competition. Billy : Setting expectations is important.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

eGrabber

FEBRUARY 19, 2024

Are they decision makers? Use a multi-channel approach, leveraging email, phone calls, social media, and more to reach your prospects where they are. In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. This blog post will help you know about it in detail. Let’s dive in.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Trade Show How To 59

eGrabber

JUNE 28, 2021

Reaching Decision-Makers. Or, if we already have a person whom we’d like to reach out to, we’ll reach out to them directly through an email channel. You might think that connecting & reaching decision-makers is a cakewalk. There are some challenges that you might encounter to reach decision-makers. .

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 40

Allego

MAY 25, 2021

Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. In its report, The Future of Sales, Gartner estimates that by 2025, 80% of B2B sales interactions between vendors and buyers will take place in digital channels, largely due to buyer preference. What is AI-assisted sales?

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

SalesHandy

MAY 6, 2021

In a way, it’s the exact opposite of field sales or outside sales. These tools, along with documented processes help facilitate the same tasks over online channels. As mentioned earlier — inside sales teams are reliant on online communication channels to conduct prospecting , research and outreach. Reach Out To decision-makers.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Gong.io

SEPTEMBER 29, 2022

But even as lockdowns have eased, 70% to 80% of B2B decision-makers say they prefer remote human interactions. Sales AI tools can capture and analyze conversations on digital channels, helping reps understand their prospects better. When should you bring in a decision-maker? What exactly is sales AI?

Lead Rank 62

Lead Rank Lead Scoring Hiring Forecasting 62

No More Cold Calling

JANUARY 31, 2013

A company tells its salespeople to do their research—to gather every piece of sales intelligence; exploit all of their social media channels; know a little bit about the prospect and the trigger events at his company; and then all their salespeople need to do is call or email with a pithy, targeted message to get the meeting. Yes, guarantee.

Referrals 207

Referrals Cold Calling Conversion Social Media 207

Zoominfo

FEBRUARY 13, 2019

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. One is a decision maker and one is not. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly. What is list segmentation?

Segment 219

Segment Email Marketing Marketing Buyer Persona 219

No More Cold Calling

JUNE 28, 2012

This means contacting key decision makers when their need exists and funds are available with a solution to their unique pain. A key component here is initiating contact at the exact right day and time. The secret to B2B sales is calling the right person, at the right time, with the right message. You should be as well.

Social Media 267

Social Media Cold Calling InsideView Customer 267

DiscoverOrg Sales

JANUARY 22, 2018

With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards. Your former sales teams used our data to get ahold of the decision makers in their target accounts. The results speak for themselves. Here’s one for CNA Financial (link).

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Cience

APRIL 2, 2020

At that time, we had a team of 8 SDRs who actively reached out to our potential clients via multiple channels (mostly email and telephone). But when the time comes, decision-makers will rather choose a vendor that engaged with them in the past. Nonetheless, sometimes the sales process stops at the very beginning. Conclusion.

Outbound 85

Outbound Inbound Leads Marketing Qualified Lead 85

MTD Sales Training

NOVEMBER 24, 2016

Here are five comments from Chiefs of various businesses that give an insight into the needs and wants of decision-makers in positions of authority: It’s important today to be direct and respectful. Your marketing department should help our marketing department with a new product launch, category or channel.

Decision Maker 120

Decision Maker Negotiation Groups System 120

Emissary

SEPTEMBER 13, 2022

Ensure you have access to decision-makers in the technical and business sides of the enterprise. . Executives bring extra credibility, strengthen your relationship, underscore your commitment to the account, and open channels to understanding how to bring value to the c-suite and other important influencers. . .

Sales Goal 52

Sales Goal Strategy Decision Maker Social Media 52

Crunchbase

SEPTEMBER 14, 2021

Because of this trend, we need to adjust our perception about buying signals in this new normal, considering most transactions and sales are now closed more through digital channels than traditional means. If your buyer isn’t the key decision-maker in the business, create separate buyer personas for those people as well.

Top of Funnel 84

Top of Funnel Sales Cycle B2B Lead Rank 84

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. When a prospect visits your link -> Send a message to a private Slack channel . Top Zaps: . When a prospect downloads your data room -> Send yourself a text.

Scale 88

Scale Closing Collateral Top of Funnel 88

Zoominfo

FEBRUARY 13, 2019

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. One is a decision maker and one is not. It’s a guaranteed ROI booster — but, that’s only if you do it correctly. The days of batch and blast emails are long gone. What is Email List Segmentation?

Segment 130

Segment Buyer Persona Email Marketing Telecommunications 130

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. If they’re more than one degree away from the ultimate decision maker, your champion is useless because your champion can’t convince your owner to buy.” That’s our primary persona.

How To 84

How To Decision Maker Retention Referrals 84

Gong.io

JULY 13, 2022

Identify key decision-makers. Identifying key decision-makers is absolutely paramount. In an analysis of over 9,000 sales opportunities, we found that deals were 80% less likely to close when decision-makers weren’t involved in a deal. Image Source ). Image Source ). Create a buyer’s matrix.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

BuzzBoard

OCTOBER 12, 2023

On top, we found, frequently changing software buying decision makers are often impacting the process. The insights further noted that other factors, such as regular addition of stakeholders, constantly altering project scopes, and consensus-based decisions are adding up to the complexities.

Software 52

Software Software Trends Vendor 52

Highspot

MAY 6, 2021

But too many sellers go into a campaign blind, not using the tools at their disposal to identify decision makers, or the companies where their product or service would be a good fit. Changing the channel or message could make all the difference. We’ve all heard that you shouldn’t take no for an answer.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Zoominfo

JULY 25, 2023

Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. ZoomInfo’s integrated account-based marketing (ABM) platform includes a cross-channel advertising feature that can target specific audiences thanks to the 300+ attributes and buying signals ZoomInfo tracks.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Chorus.ai

SEPTEMBER 21, 2020

Paying attention to your pipeline is key to your business’s ability to identify and solve these deal-obstructing factors — like deal relay, decision-maker churn, more scrutiny from CFOs — when they arise. The insights you draw from sales analytics can make this exact kind of impact at a time when they’re most needed.

Analytics 114

Analytics Top of Funnel Buyer Persona Marketing 114

InsightSquared

APRIL 14, 2021

With most sales engagements occurring in digital channels, all the data can and should be used to take action. . Activities Required to Reach the Decision-Maker. Do you know how many meetings it takes to engage the decision-maker ? . Open opportunities closing this year with no decision-maker .

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

Chorus.ai

SEPTEMBER 3, 2019

You want to connect with the right decision-makers when you’re selling, of course. But boldly asking a prospect, “Are you the decision-maker?” If you are speaking to a decision-maker, that person may be hesitant to confirm their position. Don't Do This: "Are you the decision maker?".

Prospecting 48

Prospecting Decision Maker Cold Calling Outbound 48