Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Zoominfo

OCTOBER 5, 2021

Attempting to grow your business without marketing intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. Businesses are catching on to the importance of market intelligence. What Is Market Intelligence?

Data 130

Data Marketing Scale Analysis 130

Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. Forrester also predicts that marketing tech budgets will increase from 19% to 25% in 2022.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision Maker 52

Decision Maker ACT ROI How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. External Factors are out of the control of your C-level decision maker.

Decision Maker 52

Decision Maker ACT ROI How To 52

Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling.

Trends 156

Trends B2B Decision Maker Transportation 156

Zoominfo

JUNE 27, 2018

In today’s digital era, innovative marketing tactics have begun to overtake the traditional methods that have worked for years. Take influencer marketing for example. Keep reading for some key insights into influencer marketing– how effective it can be, what platforms to use, and much more! How effective is influencer marketing?

Influencer 202

Influencer Marketing Social Media Scale 202

Hubspot Sales

AUGUST 22, 2022

The top sales goals of 2022 are exceeding sales targets/quotas, making the sales process more efficient, upselling/cross-selling existing customers, winning more market share, improving sales/marketing alignment, and leveraging your CRM to its full potential. Goal 4: Winning More Market Share.

Trends 81

Trends Report Data Strategy 81

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. What are decision makers biased toward or against? What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

The ROI Guy

MARCH 11, 2014

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Zoominfo

SEPTEMBER 5, 2018

Attempting to grow your business without market intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you will fail to make informed business decisions. Businesses are catching on to the importance of market intelligence. What is market intelligence?

Marketing 140

Marketing Scale Analysis Face-to-face 140

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. There is an answer to seller access. What’s old is new again. Referrals are as old as time. Think about it.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

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.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

DiscoverOrg Sales

DECEMBER 4, 2017

What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. In particular, consideration needs to be given to how customers make their decisions, how they can utilize the products or services sold to them, and specific obstacles. Decrease research time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

OCTOBER 5, 2021

The phrase ‘MQL is Dead’ bubbles to the surface in marketing feeds. Marketing qualified lead (MQL) is the term marketers give prospects who interact with their brand’s content. MQLs are also critical to an organization’s lead generation marketing strategy. What Is Lead Qualification in Marketing?

Lead Rank 130

Lead Rank Marketing Qualified Lead Sales Qualified Lead Intent Data 130

Pipeliner

DECEMBER 22, 2020

Email marketers across the globe have been encompassing different strategies for generating leads, branding, and driving sales conversions. After all, getting customers to make a buying decision isn’t an easy walk in the park, especially when it comes to B2B email marketing. Here’s where email marketing steps.

Email Marketing 98

Email Marketing B2B Marketing Case Study 98

Zoominfo

OCTOBER 15, 2020

We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective. The intersection of our ideas resulted in a renewed focus on delivering massive value to our customers through the best B2B intent data the market has to offer. The Leader in Buyer Intent.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Highspot

JANUARY 28, 2024

It involves sales and marketing teams, sales enablement, and subject-matter experts. Now, 19% of buyers spend more time researching and 27% involve more people in their decisions, indicating a shift towards more autonomous decision-making. Supports the Buying Process Buying can be complex, involving many decision-makers.

Collateral 96

Collateral Top of Funnel How To Distribution 96

No More Cold Calling

JANUARY 24, 2019

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). In fact, that’s why many buyers shy away from gated marketing content.).

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

BrainShark

MARCH 3, 2024

Whether sales enablement technology is a new initiative for your organization, or your current solution isn’t getting the job done, you need key decision makers on board with your vision for success. You can counter this by presenting a well-informed proposal to your decision-makers. And some, of course, do both.)

Sales Enablement 62

Sales Enablement Decision Maker Hiring Proposal 62

Lead411

JUNE 22, 2023

Zoominfo Pros: Offers a vast database of business contacts and decision-makers. Outdated or incorrect contact information reported often Unethical collection of data reported Difficult cancellation process 3. No guarantee of accuracy of data Some users report occasional inaccuracies in contact details.

Lead Rank 98

Lead Rank Lead Scoring Intent Data Leads 98

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. With more access to user reviews, analyst opinion, and industry research, decision makers are more informed than ever while navigating what is now known as the “ buyer’s journey.”

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing.

Social Media 147

Social Media Media B2B Marketing 147

Emissary

JUNE 6, 2022

Tech marketers were some of the very first to adopt ABM as a strategy distinct from inbound and traditional lead generation. In the beginning, account-based marketing for enterprise tech marketers was simply an account list and a high-value direct mail campaign. Download the Guide. Download the Guide.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk. Top-down approach.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Selling Energy

MAY 26, 2023

Assume an organization that you’ve been researching takes the time to participate in a networking event or trade show. However, since the C-level execs are often too busy to attend, they send their “delegates” – mid-level execs who can represent the organization, report back on who else was there, etc.

Opportunity 74

Opportunity Trade Show Decision Maker Hiring 74

DiscoverOrg Sales

NOVEMBER 6, 2018

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

JULY 13, 2017

Rather than leave this large puzzle piece a mystery, DiscoverOrg partnered with Martin on a comprehensive study of 230 business decision-makers. We surveyed them to get their candid thoughts about how they made buying decisions, and why they select the vendors they do. Vendor market position advantages.

Vendor 154

Vendor Buyer B2B Comparison 154

DiscoverOrg Sales

JUNE 6, 2017

Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). If your prospect has a social presence that allows you to do sufficient research, but they haven’t responded to your social touches (reaching out on LinkedIn, or a Twitter @mention, for example), your prospect might be ripe for a cold email.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Pointclear

APRIL 24, 2018

How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. times more likely to respond to a quality multi-touch campaign (calls, voicemails, emails, and in some cases direct mail) than are their direct reports.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Gong.io

NOVEMBER 16, 2022

Your reps need to source potential sales targets (whether that’s from your marketing team or through their own efforts) and make contact to see if they are viable. Research skills are critical here. . 82% of top-performing reps always research prospects before making contact. . This is especially important for large deals.

Pipeline 118

Pipeline Ideal Customer Profile Top of Funnel Decision Maker 118

The Digital Sales Institute

APRIL 26, 2023

Data visualization for sales and marketing provide insights right in step with the rise of big data. As the owner of a small, medium, or large business, you understand the importance of reducing business risk and making decisions on sales, marketing, or products through data analytics.

Data 52

Data Marketing Analytics Ideal Customer Profile 52

Zoominfo

JULY 18, 2018

Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. The buying committee involves many more influencers and decision-makers. Yet, scheduling B2B sales appointments is no easy task. Prepare notes.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

Sales and Marketing Management

MARCH 26, 2018

Author: Steve Randazzo Once upon a time, trade shows were deemed the kings of B2B marketing events. High-powered decision makers no longer feel they have time to travel or roam around for a week accumulating briefcases full of brochures. Others, like the Food Marketing Institute show in Chicago, have disappeared entirely.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

Chorus.ai

JANUARY 31, 2020

We’ve seen solutions for everything from customer management , data management , and marketing to office admin and the sales process. It’s for that reason that prior fixtures of the sales process, like the sales call report, are less popular than ever. Sales call reports should be a fundamental component of your sales process.

Report 71

Report Closing Sales Cycle Face-to-face 71

Janek Performance Group

APRIL 10, 2024

Identifying decision makers and influencers within the prospect’s organization is key. These are the people with the power to greenlight purchasing decisions. Miscommunication or misalignment between sales and marketing teams can delay or derail the process. Identify key indicators of fit.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62