Zoominfo

JULY 27, 2023

Whether your team is just getting started with automation or looking to build on its hard-earned success, investing in quality data, cross-functional alignment, and automation will propel your ABM engine forward. 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

Sales 2.0

MAY 30, 2023

She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

Sales and Marketing Management

MAY 28, 2020

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them. This approach helps in turning profitable prospects into long-term, lucrative clients.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Demand Generation Targets B2B 271

No More Cold Calling

APRIL 30, 2020

It’s time to get rid of your sacred cows. She said her mother always did it that way and told her daughter to phone her grandmother. I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

FEBRUARY 14, 2019

Has selling really changed in the last decade? Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. In B2B sales, closers aren’t the ones with the best technology.

Lead Gen 307

Lead Gen Call-back Lead Rank Lead Scoring 307

Zoominfo

MAY 31, 2023

With increased investments in intent data, targeting capabilities, buying committee concepts, and integrated ABM technology tools, creating a solid ABM engine is more accessible than ever. That starts with going after the right accounts that match your ideal customer profile (ICP). The good news?

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. For example, in the U.S.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. For example, in the U.S.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. Here are five important ways technology has permanently changed B2B selling.

B2B 225

B2B Social Media CRM Social Selling 225

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. If you don’t get it before others, you may find not just your future growth disrupted, but today’s businesses as well. trillion to the U.S.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Zoominfo

SEPTEMBER 5, 2023

Historically, it’s been difficult to strike a balance between our technical knowledge of AI’s potential and business leader buy-in, especially when a deep understanding of data modeling is not pervasive across a business. That positions data leaders at the heart of this global transformation, ushering in the next era of AI-ready data.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Zoominfo

MAY 25, 2022

Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. When used strategically, sales intelligence running with good data can drive insights into who, how, when, and why people make buying decisions. What is Sales Intelligence?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

Sales and Marketing Management

SEPTEMBER 28, 2020

The impact of the crisis has had a devastating effect on small businesses around the world. Many companies will need to make drastic changes to overcome the challenges they face. Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. million to 5.1

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Mr. Inside Sales

APRIL 15, 2022

Sometimes, when something doesn’t turn out the way we want, it turns out to be a good thing… This happened to me early on in my consulting career, when I started working from my office in my home: One day my router stopped working and my internet went out. I was in the middle of a large work project when the connection went dead.

Face-to-face 156

Face-to-face Call-back Gatekeeper Decision Maker 156

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Face-to-face 104

Face-to-face Proposal Hiring Quota 104

No More Cold Calling

MARCH 30, 2023

Way back in 2015, I published a blog post: Girl Power: Men with Daughters Get It. When men start looking at the issue in terms of their wives, sisters, and daughters, things will change. A lot has changed since 2015, but we still have miles to go. That not enough men look through the lenses of their women shocks me.”

Referrals 156

Referrals Cold Calling Social Media Call-back 156

Zoominfo

AUGUST 31, 2020

ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. In turn, customers who are loyal and dedicated to a brand are more likely to enjoy buying from a company. Even those at the top are always at risk. So what components make up this effort?

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Zoominfo

SEPTEMBER 20, 2022

In an economy driven by rapid growth and rapid change, companies that sit still are falling behind. To ensure your company can grow and thrive in an unpredictable economy, you need go-to-market data that changes as fast as your total addressable market. What takes up the rest of that time?

Ideal Customer Profile 130

Ideal Customer Profile Data Hiring Decision Maker 130

No More Cold Calling

AUGUST 2, 2018

The odds might not be in your sales team’s favor … yet. 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? And in some ways, it has….

Data 297

Data Quota Trends Face-to-face 297

Zoominfo

FEBRUARY 7, 2023

There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. There’s no shortage of valuable information about prospects and customers — as long as you know how to access and apply it. Try it Now What’s the Difference Between Inbound and Outbound Sales?

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Zoominfo

JANUARY 4, 2022

B2B Marketing Technology Trends Trend #1: Consolidation of martech systems We see digital marketing headed toward consolidated tech stacks with strong integrations. B2B Marketing Technology Trends Trend #1: Consolidation of martech systems We see digital marketing headed toward consolidated tech stacks with strong integrations.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

Vengreso

JUNE 12, 2023

And while there are others who understand the benefits of a modern sales approach, they are unable to secure executive buy-in, and therefore struggle to enforce the techniques with their team. These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

BuzzBoard

FEBRUARY 9, 2024

Thankfully, some reps already have AI sales assistants to their rescue that automate the mundane, handling everything from scheduling meetings to updating crucial databases and empowering your team to focus on what truly matters: cultivating relationships and closing deals. Things an AI Sales Assistant Can Do for Your B2B Business 1.

B2B 98

B2B Lead Rank Lead Scoring Top of Funnel 98

Allego

FEBRUARY 13, 2024

As the business world evolves at lightning speed, shifts in B2B buying behavior have revealed a significant disconnect between what modern buyers expect and the ability of go-to-market (GTM) teams to meet these expectations. Buying teams are larger, sometimes having as many as 20 people on a team.

Revenue 62

Revenue B2B Scale Buyer 62

Sales Management Plus -- SMP

APRIL 11, 2024

Shareholders, financing partners and potential acquirers of your business see through short-term strategies to boost profits. You cannot cut your way to real value. What makes your company attractive and valuable is proof of a reliable system for driving profit through sales growth. Why does SMP increase enterprise value?

Enterprise 52

Enterprise Enterprise Lead Rank Lead Scoring 52

Zoominfo

MAY 16, 2022

Marketing technology stacks have been giving marketers headaches since the dawn of time (OK, maybe not that long … but it feels like it). The root of that stunning shortfall, analysts say, is a lack of insight into the prospective buyer. ZoomInfo MarketingOS Finally, ABM with data you can trust. So why now?

Account Based Marketing 130

Account Based Marketing Intent Signal Scale ROI 130

Zoominfo

APRIL 17, 2019

As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. Prospects enter the funnel at the top, and exit at the bottom as paying customers.

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

Zoominfo

APRIL 23, 2021

In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle, give you a peek into ZoomInfo’s best go-to-market plays, and present new time-saving selling strategies. The timeless case for automation. The images below offer a glimpse into the Workflows creation process.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

SBI

NOVEMBER 10, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. MARK: The buying experience is absolutely one of the most important parts of a salesperson’s job. Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Why are accounts not growing?

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. We don’t need to tell you who has the upper hand here.

Data 177

Data Eloqua Buyer Persona Demographics 177

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. With its rapid adoption, everyone’s on the hunt to use this technology for a competitive edge. Just a short while ago, AI was all the buzz as the next big thing.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

BrainShark

MARCH 3, 2024

You know sales enablement is important and choosing the right technology to help power your team is critical. 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.

Sales Enablement 62

Sales Enablement Decision Maker Hiring Proposal 62

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Allego

AUGUST 28, 2023

In the ever-evolving realm of B2B sales , the landscape of buyer behavior has undergone a radical transformation, posing fresh challenges for sales teams and their sales enablement counterparts. Correspondingly, buying committees have expanded, encompassing multiple stakeholders, each bearing unique perspectives and priorities.

Sales Enablement 62

Sales Enablement B2B Strategy Scale 62

SBI

APRIL 27, 2021

It can be hard to know which technologies to consider for your organization with so many options to chose from. Each year, I identify solutions that address both the basic challenges sales organizations face as well as new challenges that are surfacing due to changing markets. By Nancy Nardin, Smart Selling Tools.

Software 143

Software Software Lead Rank InsideView 143

Bigtincan

OCTOBER 13, 2021

This year at Medforce Connect 2021 commercial excellence and marketing leaders from Europe’s top Medtech companies dug into the State of Medical Technology Sales. There’s no question that Covid-19 changed the way we live, think, and work— especially for healthcare professionals on the front lines of the crisis.

Face-to-face 105

Face-to-face Scale Consumer Sales Cycle 105

Crunchbase

MAY 18, 2023

They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling. The result?

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98