SBI

OCTOBER 23, 2017

Dun & Bradstreet @DnBUS D&B Hoovers is a sales acceleration solution that provides a faster path from prospect to profitable relationship by leveraging data and analytics. Xactly @xactly Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Zoominfo

AUGUST 2, 2020

B2B data is enterprise-focused information used to improve sales and marketing campaigns. Fit data helps marketers score and segment prospects into personas suitable to be in your customer base. Opportunity data helps identify favorable conditions for a company to act on when prospecting. What is B2B Data? Opportunity Data.

Data 245

Data B2B Vendor Intent Data 245

Zoominfo

MAY 31, 2022

But there’s a key step that must be tackled before you start building a prospect list of target accounts or spinning up content and offers: identifying and analyzing the total addressable market. For example, you may win more with small-to-midsize healthcare companies than with enterprise financial companies.

Analysis 130

Analysis Marketing Vendor How To 130

Sales and Marketing Management

AUGUST 28, 2020

According to Gerry Brown, customer experience (CX) research director at IDC, 80% of buyers will disengage from a vendor if they grow dissatisfied with the sales and marketing team, even if they like their product. Here are some ways that sales teams can remain productive and maximize opportunities with prospects. .

Software 177

Software Software Skype Scale 177

Sales Hacker

SEPTEMBER 25, 2019

Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. So let’s look at how to drive sales in a high-growth situation, so the transition from SMB to enterprise is smoother (and faster). 2 rules for transitioning from SMB to enterprise. That’s not hard to believe.

Enterprise 73

Enterprise Enterprise Ideal Customer Profile Lead Rank 73

Zoominfo

MAY 8, 2020

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. ZoomInfo’s vast B2B company database can help you find prospects that meet specific criteria.

Analysis 273

Analysis Marketing Lead Rank How To 273

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

Sales Hacker

DECEMBER 18, 2019

I’ve interacted with more than 250+ sales technology vendors over the past 2 years, and I’ve noticed 6 sales tech trends you should be aware of going into 2020. Every vendor has been touting some sort of artificial intelligence for years now, but the overly puffed up claims turned out to be just that — puffed up exaggerations.

Vendor 52

Vendor Trends Top of Funnel Ideal Customer Profile 52

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. CRM Solutions for your Enterprise. Discover the exact content for each prospects’ needs without leaving Salesforce or their mobile device. Or, click here to follow all 20 vendors at once!

Vendor 139

Vendor Twitter InsideView InsideSales 139

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. As a tiny startup, we were excited and terrified at the same time, thinking: “Wow, we’ve been struggling for so long to get traction in the end consumer space… maybe the way to grow this business is to go and sell it to the enterprise.

Oracle 53

Oracle Enterprise Enterprise Google 53

SBI

JUNE 12, 2019

OppSource Hires Former RevJet Director to Grow Business, Lead Enterprise Deals. Gavigan will be leading the company’s sales team while developing and executing a comprehensive sales strategy as the software company continues to grow its base of elite enterprise customers. Mark Galloway, CEO and Co-Founder at OppSource. PAUL, Minn.,

Hiring 63

Hiring Enterprise Enterprise Leads 63

Zendesk Sell

DECEMBER 5, 2017

With features like native email tracking and automated data collection, these tools enable end-users to be more productive and devote their time and attention to showing prospects and customers some love. Where legacy CRM vendors impose API restrictions (has anyone seen Salesforce’s 50-page API limitation “quick guide”??),

Enterprise 77

Enterprise Enterprise CRM Customer 77

Emissary

MAY 4, 2022

While their customers are chasing the latest trends and the best shopping experience, retail enterprises are looking for flexible, scalable technology that helps them attract and keep consumers’ loyalty. For example, learn how they prefer to engage with vendors and the steps they take prior to engagement.

Retail 52

Retail Enterprise Enterprise Account 52

SBI

MAY 16, 2019

Upland Software, a leader in cloud-based enterprise work management software, announced that two products, Upland Qvidian and Upland RO Innovation , have been selected as winners of major industry awards ahead of the inaugural Upland Sales Enablement Customer Roadshow, taking place this June through October.

Enterprise 57

Enterprise Enterprise Sales Enablement Software 57

SBI

SEPTEMBER 12, 2018

TimeTrade can be integrated into almost any channel, allowing prospects and customers to make meetings and appointments at the peak of their interest. It is an all-in-one connector of enterprise-class CRM-driven processes and the tools that people actually use day-by-day. My Hot Picks for Off-Site SalesTech Vendor Events.

Vendor 106

Vendor InsideView Hotels Hiring 106

Emissary

JANUARY 31, 2023

While it’s not clear how deep the recession will be, enterprises are already planning to cut costs and scale back revenue expectations. But you can still increase revenue by selecting those prospects with the best fit for your solution. Determine why they’re such a great partnership and start looking for similar prospects.

Account 96

Account Decision Maker Face-to-face How To 96

Zoominfo

AUGUST 22, 2022

Budget: What is the prospect’s annual revenue? Are they a small to medium-sized business, or an enterprise? Are they still learning about their problem, or are they deciding between vendors? For example, let’s say your tier 1 accounts are a list of enterprise e-commerce companies located in the UK with high intent to purchase.

Segment 130

Segment Ideal Customer Profile Account Based Marketing B2B 130

Pipeliner

MARCH 19, 2023

In the B2B arena, prospects and customers have precise and diverse needs and wants for the products and services they buy. Enterprise Focus Any company will have profitability as its primary goal. An enterprise that is not profitable will fold up after a period of constant investment with no profitable return.

Microsoft 97

Microsoft Construction Enterprise Enterprise 97

No More Cold Calling

JUNE 15, 2017

We were one of 12 vendors under active consideration. My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Spent time in Europe where the existing vendor was headquartered.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

PandaDoc

MAY 8, 2024

Key takeaways With its specific business needs, budget restrictions, and customization requirements, the sales landscape for small- and medium-sized businesses requires a different strategy than enterprise and B2C sales. Short sales cycle As opposed to enterprise deals, the SMB sales process is much simpler and doesn’t require large budgets.

Ideal Customer Profile 52

Ideal Customer Profile Tools Strategy Decision Maker 52

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner. George Brontén, Membrain’s founder and president.

B2B 81

B2B Prospecting SAP Sales Qualified Lead 81

Emissary

MARCH 28, 2023

There is a huge opportunity for vendors and their salespeople to stand out in a very crowded marketplace. What they are looking for and value in a potential vendor. We connect enterprise sales and marketing professionals directly to our community of over 12,000 talented executives with recent experience in your most important accounts.

Survey 52

Survey Report Buyer Persona Vendor 52

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. Why Account Management Matters In sales, closing deals and prospecting often steal the spotlight from account management and customer retention.

Account 90

Account Retention Analytics Vendor 90

Zoominfo

NOVEMBER 16, 2022

Playbooks can also improve prospecting and customer upsells, identify untapped opportunities, and make each salesperson and marketer more effective. That affected how sales plays were established and run, and how customers preferred to hear from vendors. However, research by IDC found that nearly 70% of enterprise data goes unused.

Marketing 130

Marketing Scale Decision Maker Call-back 130

Sales Evangelist

NOVEMBER 11, 2022

On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with the co-founder of DocSend, Russ Heddleston, about how to listen more, use the prospect's language, and how do ONE thing well for them. The role of the salesperson is changing because of the amount of competition and vendors. What can we do?

Enterprise 40

Enterprise Enterprise Face-to-face Survey 40

SBI

DECEMBER 4, 2018

John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts. John: We specialize in the enterprise technology space, across 100+ specialty categories.

Intent Data 139

Intent Data Intent Data Enterprise 139

Zoominfo

OCTOBER 5, 2021

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Believe it or not, this GTM motion is applicable either within or outside a customer base, especially within unengaged buying units in enterprise customers. For customer insights and prospecting, there is sales intelligence.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

BuzzBoard

NOVEMBER 24, 2023

With software consumption heavily skewing towards SaaS and subscription-based pricing, the lifetime value of enterprise accounts is tremendous for providers that can continually deliver ROI. By serving as an invaluable strategic partner to customers, SaaS software vendors stand to realize faster growth rates.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile Account Infusion 52

No More Cold Calling

JANUARY 30, 2014

A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. In this month’s guest post, Brian Hansford, director of client services for Heinz Marketing, explains why he won’t buy from vendors who make him look up their phone numbers: .

Eloqua 240

Eloqua Face-to-face Vendor Channels 240

No More Cold Calling

JULY 8, 2014

If you just take their advice, you’ll have prospects lining up to work with you. By the time people figured out the products didn’t work, these unscrupulous vendors were long gone. Social selling is a great way to expedite the first few important steps in prospecting—researching potential clients and identifying Referral Sources.

Referrals 266

Referrals Social Selling Guarantee Twitter 266

Highspot

JANUARY 20, 2022

The integration enables streamlined and personalized communications, improving rep efficiency and their ability to engage with prospects at scale. The only sales engagement and intelligence platform to make the Forbes Cloud 100, Outreach was also the fastest-growing vendor in the category on the Deloitte Technology Fast 500.

Scale 98

Scale Company SAP Enterprise 98

Emissary

MAY 30, 2023

Gartner anticipates growth (albeit at lower levels than the previous year) with enterprise software a bright spot at 12% 2. As a consumer you’ve gotten used to the fact that vendors know everything about you. My best vendor relationships are those that provide insights and ideas…beyond the product they sell.”

Enterprise 52

Enterprise Enterprise Vendor Survey 52

BuzzBoard

FEBRUARY 26, 2024

Towards that, they are making smarter business decisions of acquiring deep intelligence about their prospects by investing in data vendors and sales assistants—the purpose being aligning their offerings with prospect needs to maximize engagement. This is a really helpful prospecting tool!” —Val,

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

Sales Hacker

SEPTEMBER 2, 2023

Moved from one consolidated vendor for a lot of stuff to having a best in breed tech stack of all purpose built solutions and it’s great. Kyle Norton – SVP of Sales Yes, with almost every vendor. Tools can largely do prospecting and emailing nowadays. What are you currently experimenting with? (AI

Revenue 79

Revenue Lead Rank Lead Scoring Infusion 79

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. I can calculate the total addressable market for my lemonade: 1,000 vendors multiplied by $1500 equals a total market of $1,500,000.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

InsideSales.com

OCTOBER 4, 2019

Wondering how prospecting at scale can help you grow sales? Scaling your prospecting efforts becomes easier when you focus on these four vital components. RELATED: 4 Best Practices For Incorporating Twitter Into Your Prospecting Sequence. In this article: Four Things You Need for Scalable and Effective Sales Prospecting.

Scale 40

Scale Prospecting Buyer Persona Outbound 40

Emissary

APRIL 10, 2023

In a recent survey, only 31% of CISO’s are finding the value they need from vendor salespeople. There are 6 major missteps that vendor salespeople are making in security sales. There is a huge opportunity for security sales vendors and their salespeople to stand out in a very crowded marketplace.

Vendor 52

Vendor Survey Networking Report 52