The Digital Sales Institute

JUNE 30, 2022

Lead gen media software is now an important tool in digital selling, Lead generation tools don’t only gather and generate leads. Scoring, qualifying, and nurturing leads helps turn prospects into customers. Tools for lead generation comprise software meant to aid in capturing leads. Keep on reading.

Lead Gen 52

Lead Gen Lead Rank Lead Scoring Media 52

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? Where Do Sales Reps Waste The Most Time?

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264

eGrabber

FEBRUARY 19, 2024

In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. But what exactly is a prospecting list, and how can you build one that yields the best results? What is a Prospecting List? 50+ Ways to Build Prospecting Lists in no Time! It has become an integral part of B2B sales.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Trade Show How To 59

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Take Assessment. The answer?

Territories 70

Territories Software Software Benefit 70

Nutshell

JUNE 25, 2021

If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. Newsflash: half of your prospects are a bad fit for the products and/or services you sell. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

Zoominfo

JANUARY 31, 2023

Today’s sales teams have the ability to use tools that would simply blow the mind of someone who first came up in the industry just 10 years ago. As a ZoomInfo user and partner , there is no way I could do my job without the firmographic, technographic, and demographic information and filters in SalesOS. Alright now, let’s prospect!

Hiring 130

Hiring Sales Qualified Lead Software Software 130

Zoominfo

MARCH 6, 2021

Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships. Demographic and Firmographic Segmentation. B2B marketers lean more on firmographics than demographics. Behavioral Segmentation.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? A MQL is the foundation of processes within a marketing funnel — namely, an inflection point of engagement met that drives expectations for sales intervention. Bad leads are pretty easily identifiable: they consist of any contact with a low probability of converting into a sale.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Hubspot Sales

NOVEMBER 20, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. Clients aren’t buying like they used to.

Industry 103

Industry Top of Funnel Decision Maker Demographics 103

Sales and Marketing Management

MAY 15, 2020

The sales teams positioned to succeed during this time will be those who help rather than haggle customers – understanding, too, that “success” will look somewhat different these days. Here are best practices for securing sales while remaining sensitive to customer circumstances amidst crisis. Focus On Customer Relationships.

Loyalty 296

Loyalty Cancellation Churn Demographics 296

Zoominfo

JULY 3, 2020

The same way that demographics provide information about human characteristics, firmographic data provides information about firms or companies that allow you to group them into market segments. This information can determine how you approach a sale and what content you share with them. What is Firmographic Data and How Do You Use It?

Data 195

Data Account Based Marketing Demographics Campaigns 195

Crunchbase

MAY 19, 2023

From identifying potential customers, to finding quality leads and maintaining a healthy pipeline, sales prospecting is vital to the success of your business. Successful prospecting requires time management skills, a proactive mindset and the ability to communicate effectively.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59

Hubspot Sales

DECEMBER 28, 2020

Sales is changing. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track. But, who has the time for that?

Territories 136

Territories How To Demographics Software 136

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success. In essence, this is what lead management is.

Lead Rank 52

Lead Rank Lead Scoring Lead Management Top of Funnel 52

Zoominfo

AUGUST 27, 2020

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. What is Sales Territory Mapping?

Territories 130

Territories Field Sales Outside Sales Segment 130

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? A MQL is the foundation of processes within a marketing funnel — namely, an inflection point of engagement met that drives expectations for sales intervention. Bad leads are pretty easily identifiable: they consist of any contact with a low probability of converting into a sale.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

AUGUST 22, 2022

For example, a medium-sized business with a larger-than-average sales team might have a bigger need for sales software than an enterprise company with a smaller sales team. Demographics Demographics are the characteristics of the people at those businesses who you’re targeting — most likely the buying committee.

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

LeadBoxer

DECEMBER 8, 2019

Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs. Account-based marketing (ABM) is a strategy of making marketing decisions based on the characteristics of target accounts and prospects.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

SugarCRM

FEBRUARY 2, 2022

Lead management is an umbrella term that describes the entire process of identifying prospective customers interested in your services, tracking and following up with those potentials, and nurturing them to increase the chance they make a purchase. Prospects would include parents with students who are that age and the students themselves.

Lead Management 49

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 49

SugarCRM

MARCH 9, 2023

Your sales reps need the right tools to better plan and manage their workload. Sometimes, this can come as sales automation software, other times, like CRM tools, but regardless of the platform, they’ll need the insights a geo-mapping software can offer. What Is Geo Mapping Software?

Software 26

Software Software CRM Territories 26

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?” Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? Where Do Sales Reps Waste The Most Time?

Ideal Customer Profile 130

Ideal Customer Profile Analysis Decision Maker CRM 130

Xactly

JULY 12, 2018

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors. Download Guide. The Right Data for Customer Segmentation.

Territories 45

Territories Software Software Benefit 45

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme.

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Sales Hacker

MARCH 25, 2021

First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale? A buyer persona is one of the best tools your sales reps can use to close a deal. Show their prospects that they understand who they are and what they need. Perfectly position the product/service to their prospects.

Buyer Persona 114

Buyer Persona Top of Funnel Buyer Outsourcing Services 114

eGrabber

APRIL 20, 2021

The email addresses keep changing as prospects move from one company to another. Yes, they can be your new prospects now. Targeted sales funnel. In fact, it is easier to sell to these prospects as they are your past customers and know you already. No validation tools can tell your prospects to move to new jobs.

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Lead Rank Sales Qualified Lead 52

Zoominfo

SEPTEMBER 29, 2021

A sales workflow is more than a series of tasks that you no longer have to perform manually. For example, intent data can help sales representatives send automated prospecting and follow-up emails, while firmographic data is helpful for sales operations teams that need to more effectively route leads to their sales team.

Sales Automation 100

Sales Automation Data Intent Data Lead Rank 100

Crunchbase

APRIL 12, 2024

Far from its fictional representations, though, it actually has practical, useful and beneficial day-to-day applications in sales. Sales teams are already seeing AI streamline workflows, coach reps, optimize prospecting strategies and more. What is AI in sales?

Lead Rank 64

Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Zoominfo

OCTOBER 28, 2018

Here’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Start With a Complete Review. You get the idea.). .

Scale 177

Scale Maximizer Strategy How To 177

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads. Overview 2.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

Zoominfo

SEPTEMBER 18, 2018

But as marketing technology has advanced, so too has personalization—marketers can now offer highly-targeted campaigns based on a person’s buying preferences, demographic information, web activity, and more. Personalization allows you to make stronger bonds with customers, create more targeted and useful content, and ultimately boost sales.

Marketing 206

Marketing Demographics Campaigns Social Media 206

Allego

APRIL 18, 2024

Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” To help you, I dug deeper to see how sales teams can use AI.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Pipeliner

JULY 5, 2019

Though, the marketing department plays a key role in generating good leads for the sales department. It doesn’t mean that the sales team should not invest their efforts to find high-value prospects. Salespersons are always looking for some innovative ways for sales prospecting. Let’s get started.

Sales Qualified Lead 75

Sales Qualified Lead Prospecting Buyer Persona Social Media 75

Pipeliner

JULY 5, 2019

Though, the marketing department plays a key role in generating good leads for the sales department. It doesn’t mean that the sales team should not invest their efforts to find high-value prospects. Salespersons are always looking for some innovative ways for sales prospecting. Let’s get started.

Sales Qualified Lead 75

Sales Qualified Lead Prospecting Buyer Persona Social Media 75

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Start With a Complete Review. You get the idea.). .

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Zoominfo

AUGUST 31, 2020

“It’s imperative to continually listen to what customers are saying , putting yourselves in the customers’ shoes and thinking of ways to better enable them,” Craig Williams, chief information officer at networking software company Ciena, told IDG Connect. Technology : Sales intelligence platforms and buyer intent software.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Here they are. Qualification.

Sales Process 141

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 141