Sales Hacker

JULY 20, 2020

Stop writing case studies the old way ! You know, the ones where you just show some before-and-after data, toss in a couple of quotes from your customers saying how great you are, and call it a day. Case studies like those can work. Why Most Case Studies Fail to Close Sales. Second, normal case studies lack emotion.

Case Study 109

Case Study Study Prospecting Top of Funnel 109

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

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. 76% percent of BDRs report to sales over marketing. BDR achievement has remained steady.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Stale data and lack of differentiation could be two major culprits.

Ideal Customer Profile 90

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

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

No More Cold Calling

AUGUST 2, 2018

And still they are expected to prospect and bring leads into the pipe. How do they manage their time when they must do demos, talk to clients, prospect, and simultaneously juggle many customers, all while dealing with a complex solution? For more on the study, check out Zaledonis’s post. That’s a real downer for sales reps.)

Data 297

Data Quota Trends Face-to-face 297

Zoominfo

JANUARY 19, 2021

Digital marketers invest in creating landing pages because of their higher conversion rates. Landing pages serve as a litmus test to digital marketing campaign success — you get to see who is interested in your content and how many. What is the Landing Page’s Importance in Digital Marketing? What Makes a Good Landing Page?

Marketing 130

Marketing Prospecting Top of Funnel Segment 130

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. Tracking target accounts with these buying signals can streamline the selling process for your sales teams with data-driven efficiency. Buyer Intent Data Sources.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Smooth Sale

JULY 25, 2023

Photo by The Digital Artist via Pixabay Attract the Right Job Or Clientele: Will You Study How to Implement AI to Increase Business? Jeffrey Maganis, co-founder of AI Unlock, provides our guest blog, Will You Study How to Implement AI to Increase Business? He also co-founded a marketing agency that helps companies grow and scale.

Study 78

Study Scale How To Hiring 78

Zoominfo

JULY 2, 2020

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Marketing automation is beneficial. What is Marketing Automation, And Why is it Important? How Does Marketing Automation Work? The ultimate goal?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Zoominfo

NOVEMBER 16, 2022

Just as sports teams use playbooks to map out potential in-game scenarios, the best go-to-market (GTM) teams rely on playbooks to map out their revenue-generating strategy across sales and marketing. Plenty of companies have sales and marketing plays, but not all plays are created equal. What is a Play?

Marketing 130

Marketing Scale Decision Maker Call-back 130

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. You’re not using data to make better decisions.

Email Marketing 248

Email Marketing Marketing Follow-up Data 248

DiscoverOrg Sales

APRIL 12, 2017

Data is no different. The problem with data is that it changes slowly over time, decaying, typically at minimum, 30% per year. Data decay happens similarly to how motor oil ages in your engine. The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out.

Data 222

Data Scale ROI Gatekeeper 222

Zoominfo

JULY 12, 2022

The quality of your company’s data and the way it’s routed have a direct effect on your bottom line. Unfortunately, it’s all too common for sales teams to be hamstrung by incomplete routing systems and low-quality data. And it all starts with clean data. What are the Impacts of Incomplete or Inconsistent Data? The result?

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

Zoominfo

SEPTEMBER 20, 2021

You give your reps access to data that goes beyond a name and number — information on target market changes (such as new investments), buyers’ pain points and objections in sales conversations, and an account’s increased search activity around a hot-button topic. Because investors want to drive growth and drive it aggressively.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Zoominfo

APRIL 23, 2021

ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. 2: New sales or marketing leader play. Filtering criteria stays the same. 4: Customer technology play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Nutshell

JUNE 5, 2020

This phenomenon is known as the “ Curse of Knowledge ”: When you encounter information that you’re familiar with—like a beaten-to-death professional title ( *cough* self-described “thought leaders” *cough* ), or a scripted sales message—your brain instinctively “doesn’t wanna know,” because you’ve encountered the same data before.

Case Study 96

Case Study Paid Content Study Ideal Customer Profile 96

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. Bottom line: intent data is gold. The good news?

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Zoominfo

MARCH 8, 2022

Your go-to-market actions are only as good as the data they run on. You can hire the best sales and marketing talent and outfit them with state-of-the-art CRM and automation tools , but without high-quality data, their efforts will fall short of your targets. What is poor data quality?

Data 130

Data Outsourcing Services Churn Buyer Persona 130

DiscoverOrg Sales

FEBRUARY 7, 2018

Virtually every business collects and buys data to assist salespersons and marketers do their job more effectively. But sometimes it’s too much data. How can we make sense of it all and zero in on the data that actually matters? Our study did indeed reveal the most predictive data points.

Intent 145

Intent Data Opportunity Intent Data 145

Zoominfo

JANUARY 5, 2021

What happens when your most important go-to-market machines sync up? You fuel your CRM with powerful deal-making data. For many companies, ZoomInfo serves as the information engine that powers how they go to market. What happens when your data source and CRM don’t sync up? Practicing good data hygiene is essential.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

No More Cold Calling

MARCH 1, 2018

You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? That was our data. Ignore the lead generation data?

Lead Generation 249

Lead Generation Leads Marketing Qualified Lead Data 249

Zoominfo

MAY 23, 2019

There’s no way around it, companies that have access to data and the means to analyze said data are often among the most successful. In fact, according to research, companies that have embraced a data-driven culture are three times more likely to be substantially ahead of their competitors financially ( source ).

Data 188

Data Strategy Survey Retail 188

Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. The skinny on prospect lists is that one size does not fit all. The best source of prospect lists for you very much depends on your target industry/industries and target contacts in those industries. You can grab these white papers here.

InsideView 322

InsideView Prospecting Hoovers Territories 322

DiscoverOrg Sales

FEBRUARY 19, 2018

We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone. Our squeaky-clean data is in a league of its own, but we wanted to see how it stacked up in real life, which can be hard to quantify. The overall data includes data from DiscoverOrg.

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

OCTOBER 31, 2017

This is what happens with most prospecting campaigns. It’s marketing versus sales competency. It’s your data. When I founded DiscoverOrg in 2007, delivering quality sales and marketing data was the backbone of what we wanted to build. One vendor we encountered gathers data through a business card-scanning program.

Data 181

Data Marketing Vendor Sales Qualified Lead 181

BuzzBoard

APRIL 15, 2024

Understanding the Significance of Showcasing ROI for Digital Marketing Services In today’s data-driven climate, illustrating the return on investment (ROI) for digital marketing services is crucial in showcasing the efficiency and effectiveness of these services.

ROI 52

ROI Case Study Marketing Campaigns 52

Zoominfo

OCTOBER 21, 2021

We believe the key is the right data and the tools that can drive insights at each stage of the prospect’s journey. Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. Think about how much contact and account data your sales team needs just to prospect.

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

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. You’re not using data to make better decisions.

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

DiscoverOrg Sales

FEBRUARY 9, 2018

For too many marketers and sales professionals, the relationship with the database is complicated, unsatisfying, and fails to live up to its potential. To you, we say, dry your eyes: This Valentine’s day, DiscoverOrg’s data relationship advice expert is here to solve your stickiest data dilemmas. I suspect my data is bad.

Data 181

Data Sales Qualified Lead Study ROI 181

Zoominfo

AUGUST 31, 2020

Working in the data space as the first employee of ZoomInfo, then known as DiscoverOrg, I have seen the good, bad and ugly of harnessing the power of big data. Let’s examine 3 data-centered predictions from the perspective of a prospective buyer , aspiring vendor, and B2B, at-large. ai”, and even has “AI” in their name.

Data 179

Data B2B Industry Engineering 179

Lead411

MARCH 28, 2024

What is Buyer Intent Data and how can I use it? Understanding the Buyer Intent Data: Buyer intent data is information gathered from many sources that indicates a potential buyer’s interest or willingness to make a purchase. Understanding your target audience will allow you to better comprehend buyer intent data.

Buyer Intent 52

Buyer Intent Intent Data Intent Buyer 52

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. FastSpring reviewed 30 randomly selected businesses serving B2C and B2B markets across the globe and found a noticeable increase in Q4 sales. Set a goal.

Data 121

Data Discount How To Quota 121

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

BuzzBoard

MARCH 6, 2024

Understanding the Importance of Digital Marketing for Small Businesses Digital marketing has become an indispensable aspect for small businesses, not just an optional luxury. The adoption of these methods allows a small business to broaden its consumer reach, extending beyond local limitations and into a larger, global market.

Small Business 52

Small Business Small Business Ideal Customer Profile Case Study 52

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. In fact, studies show that email marketing has a 4400% return on investment ( source ). Enter email list segmentation—the key to successful email marketing. Unfamiliar with the term? Keep reading.

Segment 219

Segment Email Marketing Marketing Buyer Persona 219

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