Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. Some of the team were leaning towards a trial account with Hoovers. The skinny on prospect lists is that one size does not fit all. I highly recommend doing so, if you’re considering spending any decent cash (or time) on a prospect list.

InsideView 322

InsideView Prospecting Hoovers Territories 322

SBI

MARCH 15, 2018

This week I interview Derek Slayton , Global Leader & GM of Sales & Marketing Solutions of Dun & Bradstreet. We believe there is a tremendous opportunity for sales teams to leverage data and analytics and move beyond traditional prospecting to engage with their ideal customers more effectively and efficiently.

Hoovers 139

Hoovers Pipeline Data B2B 139

Hubspot Sales

DECEMBER 31, 2020

Here's an example of what one might look like : It breaks down a physical territory, opportunities and their counts, and assignments to different reps. What market do you fit into, and who is your company trying to target? Utilize tools like D&B Hoovers to provide you with insights to create even more useful user profiles.

Territories 131

Territories Hoovers Decision Maker Ideal Customer Profile 131

LeadBoxer

DECEMBER 8, 2019

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. 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 89

Account Based Marketing Account Software Software 89

SBI

FEBRUARY 22, 2018

While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. What’s more, having detailed industry information for a company allows vertical-specific messaging for outbound marketing and dynamic delivery of relevant content on your website.

Decision Maker 139

Decision Maker Closing Prospecting Top of Funnel 139

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. An alternative to buying a list is building one.

Lead Rank 29

Lead Rank Lead Scoring Jigsaw Conversion 29

LeveragePoint

AUGUST 31, 2010

LeveragePoint makes it easy for product, marketing and/or pricing professionals to collaborate around value modeling to develop unique competitive advantage AS WELL AS provides a capability to execute and profit from that advantage. LeveragePoint for Value Management is the only solution on the market that delivers that.

Data 20

Data Hoovers Travel Negotiation 20