DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

APRIL 6, 2021

And research shows that companies who automate at scale are closing more deals than those who don’t. But those campaigns are limited because a form-fill mechanism doesn’t provide targeted and specific information for each of those prospective customers. How to use Workflows in 3 easy steps 1.

Ideal Customer Profile 130

Ideal Customer Profile Data Hiring Construction 130

Highspot

APRIL 28, 2020

Recent research from Richardson and Sales Performance International highlights the importance of following a process that supports your customers from “behind the scenes.” However, they offer less value for sales professionals who are attempting to make contact with a prospect or grow an existing account.

Research 52

Research Face-to-face CRM Survey 52

Sales 2.0

MAY 1, 2023

It’s not all about scale Some of the biggest opportunities for using AI may not be the obvious ones being talked about now, like having ChatGPT write 100 prospecting emails in 3 minutes. The way that we’ve constructed territories has been lazy and somewhat dumb. The prospect knows that I actually had to put some effort in.

Scale 221

Scale Top of Funnel Territories Sales 221

BuzzBoard

MARCH 13, 2024

This represents your perfect customer, as identified through market research and data from existing clients. The goal is to wholly understand prospects’ needs and challenges. Accurate profiles not only streamline the sales process but also assist in effectively comprehending and delivering to your target audience.

Ideal Customer Profile 52

Ideal Customer Profile Small Business Small Business Buyer Persona 52

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. They lack pre-call planning and research. And how to get them there.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Sales and Marketing Management

NOVEMBER 15, 2018

When delivering performance feedback, a little constructive criticism goes a long way. Research shows that for every comment designed to point out flaws or correct behavior, it’s best to deliver five pieces of positive feedback. If you’re not seeing something, it’s difficult to provide constructive feedback.

Coaching 257

Coaching Construction Pivotal Positioning 257

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. That is, they should be determined using interviews, case studies, and research on past and current clients. While your ideal client profiles are fictional characters, they should be based on reality.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

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. But that legitimate interest construct is designed for direct marketing. B2B intent, aka the data that tells you what companies are researching on the B2B web. Yes, likely permitted.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Agriculture Mining Utilities Construction Manufacturing Wholesale Trade. 23 Construction. 2371 Utility System Construction. 237110 Water & Sewer Line & Related Structures Construction. 23 Construction.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Smooth Sale

DECEMBER 12, 2023

The architectural landscape is constantly evolving, influenced by emerging design trends, innovative materials, and advancements in construction technology. It’s about knowing the language of construction, speaking fluently in the dialects of design software, and understanding the science behind materials and their interactions.

Construction 78

Construction Lead Rank Engineering Hiring 78

Partners in Excellence

MARCH 22, 2024

I was selling smaller machine shops / mechanical contractors / specialty construction companies to larger machine shops / mechanical contractors / specialty construction companies. Then a spot opened on the market research team. She personally reviewed all research briefs for deals over $10 million. I grabbed it.

Call-back 77

Call-back Construction Up-Sell Research 77

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. is a rapidly growing city near Raleigh and Research Triangle Park. It’s not a high priority for us”. “I

Real Estate 243

Real Estate Construction Scale Hiring 243

Zoominfo

SEPTEMBER 22, 2022

Simultaneously, the prospect of a slowing economy is affecting marketing budgets, creating the perfect conditions for a wave of tech stack consolidation. This may include analytics, heat maps, keyword research, and content optimization tools. Key Takeaways Constructing a marketing technology stack is like putting together a puzzle.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Hubspot Sales

JULY 15, 2020

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. They would work remotely — meaning they would be operating from home or in an office, separate from the prospects they reach out to.

Inside Sales 80

Inside Sales B2B Construction Outside Sales 80

Selling Essentials RapidLearning Center

JULY 22, 2020

Educational research shows that controversy over ideas can actually help trainees learn concepts and skills. Much of the research in the field has been done by the Johnson brothers, David and Roger, social psychologists at the University of Minnesota. The data gave constructive controversy a clear edge. Keep it constructive.

Construction 52

Construction Lead Rank Lead Scoring Sales Qualified Lead 52

Zoominfo

JUNE 10, 2021

At ZoomInfo, SDRs are mainly responsible for pipeline building and prospecting, both inbound and outbound. AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. We wanted them to self-source their own opportunities, prospect, and get good-fit meetings.

Outbound 130

Outbound Inbound Hiring Lead Rank 130

Janek Performance Group

JANUARY 2, 2024

” The top response was unsurprising — cold outreach and prospecting ranked number one. However, engaging with as many prospects as possible is crucial to maximizing the impact of cold outreach. The fear of rejection or negative response from prospects is among the top. He said, “Being nervous is part of the process.

Face-to-face 62

Face-to-face Lead Rank Lead Scoring Cold Calling 62

Emissary

MARCH 2, 2023

To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them. By mining this library, teams can collect more detailed and actionable research in less time than previously possible. Users are always updated on the latest additions to the database.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Partners in Excellence

APRIL 28, 2022

Spoiler alert, we really seek to be both interested and interesting, and we hope our prospects/customers are both interested and interesting. We spend endless hours constructing subject lines and first sentences in emails, all in the hopes of being interesting. As sellers, we do everything we can to be interesting.

Maximizer 100

Maximizer Construction Call-back Enterprise 100

Lead411

FEBRUARY 14, 2024

Commercial real estate prospecting involves diligence, inventiveness, and having the correct tools at your disposal. Although not a panacea, ZoomInfo can serve as a valuable tool in facilitating research, enhancing outreach efforts, and ultimately, establishing fruitful connections.

Real Estate 52

Real Estate Lead Generation Sales Qualified Lead Lead Rank 52

Zoominfo

JUNE 10, 2021

At ZoomInfo, SDRs are mainly responsible for pipeline building and prospecting , both inbound and outbound. AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. We wanted them to self-source their own opportunities, prospect, and get good-fit meetings.

Hiring 100

Hiring Inbound Lead Rank Outbound 100

Zoominfo

OCTOBER 4, 2021

As we identify failure points in the tech stack, we’ll loosely group them into three areas: Inaccurate, inconsistent, or missing data Lead-routing problems Poor timing of contact with prospects Inaccurate, Inconsistent, or Missing Data Data that lacks standardization — or is just plain wrong — can start off as a small problem and keep growing.

Sales Qualified Lead 130

Sales Qualified Lead How To Data Software 130

Partners in Excellence

JANUARY 6, 2023

The tool assembles a collection of well constructed sentences, identifying very high level issues, presenting balanced observations. To some degree, it’s not dissimilar to getting a prospecting call. For example, “How should a sales person research a customer? But nothing new. Everything I expected.

Ideal Customer Profile 68

Ideal Customer Profile Construction Channels Face-to-face 68

Zoominfo

AUGUST 11, 2020

An ideal client profile informs teams about potential clients that would make good prospects, as well as which ones aren’t. That is, they should be determined using interviews, case studies, and research on past and current clients. Client profile information can tell you who to go after, as well as how to go after them.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 130

Apptivo

AUGUST 24, 2022

There are many sales philosophies that teach us that building relationships with prospects plays a major role in the success of the sales process. Before diving deeper into the model, let us first analyze how the authors researched and came up with the idea of challenger sales model. Final Thoughts. Introduction.

Lead Rank 98

Lead Rank Ideal Customer Profile Sales Methodology Face-to-face 98

Pipeliner

JUNE 10, 2022

Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. Just like they can tell when you’ve thoroughly researched who they are and what they need. This could be when a prospect starts asking you personal questions or tries to pursue you romantically. The latter closes deals.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

Allego

JUNE 2, 2022

This process, however, is often complicated by misalignment between marketing and sales departments—one of the top pain points sales enablement teams face, according to new research from Allego. This can be a prospect call recording or even an informal recording of the rep sharing a “win” story or a new competitor they encountered.

Sales Enablement 62

Sales Enablement Marketing How To Construction 62

Highspot

MARCH 21, 2024

It’s ideal for reaching newly discovered prospects, assessing their interest, keeping in touch, or arranging meetings. Sales Prospecting Emails Prospecting emails are salespeople’s way of finding interested leads and getting them curious. That said, research and segment your leads.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Emissary

DECEMBER 1, 2021

Featuring Seleste Lunsford, Chief Research & Strategy Officer at Emissary and Special Guest Sara Nunez, an Executive, Enterprise PMO leader in the high tech space. But, budgets and the planning processes that precede them are no longer rigid and static constructs. ABM Myth #2: ABM Email Prospecting is Dead.

Account Based Marketing 52

Account Based Marketing Decision Maker Construction Guarantee 52

Pipeliner

AUGUST 24, 2021

And rightfully so, we’re primarily concerned with our clients and prospects. Construction, transportation, and the consumables markets as well. While you may long to return to in-person selling, research shows your buyers feel differently. How have continually changing demographics impacted your clients and prospects?

Transportation 96

Transportation Real Estate Airlines Government 96

Hubspot Sales

JUNE 26, 2023

For example, you can use generative AI to structure your sales emails — but you still need to take the time to ensure that your communication with prospects and customers is personalized, thoughtful, and sound. The Willingness to Use the Increasingly Sophisticated Tools in Their Tech Stack This point is kind of similar to point number one.

Banking 78

Banking Influencer Forecasting Resources 78

Hubspot Sales

JULY 25, 2023

AI is no longer a construct of the future. 87% of sales professionals say that AI tools assisting with writing sales content or prospect outreach messages are effective. What we like : AI prospecting tools can help salespeople move past their own roadblocks with written communication and easily generate personalized messages.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Hubspot Sales

AUGUST 24, 2020

The definition of digital sales is relatively broad and can encompass a wide variety of practices, but they're all tied together by one fundamental premise — using virtual avenues to make meaningful contact with prospects. These platforms provide a means for you to better understand and touch base with your prospects.

Social Media 124

Social Media Webinar Metrics Case Study How To 124

Smooth Sale

MARCH 20, 2024

From construction yards to FinTech, advancements are required for health and safety, meeting customer expectations, and staying relevant. Taking it one step further, prospective customers and clients can engage with your service in a personal way through virtual reality (VR). Be Inspired and Inspiring!

Hiring 102

Hiring Retail Lead Rank System 102

Hubspot Sales

FEBRUARY 8, 2018

Arts & Entertainment, Construction, Human Resources, Legal & Government, and Real Estate have the highest open rates. The lowest-hanging fruit is personalizing your subject line so it’s unique to the specific prospect. Tailor it to the specific person you're emailing: Research, research, research.

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

Corporate Visions

MAY 30, 2019

Our research backs this up. This means marketers are spending countless hours researching every detail about their prospects—everything from industry trends to company challenges to what they ate for lunch. All that account research comes at a cost, after all. But is all that personalization truly necessary?

B2B 106

B2B Marketing Scale eBook 106