Zoominfo

NOVEMBER 24, 2020

Why is it so valuable, you ask? It’s time to read the fine print, and when we do, we know that real-time doesn’t necessarily mean in real-time (aka that very minute). Streaming intent data , like ZoomInfo’s new Streaming Intent tool, is what we like to call the cherry on top of the B2B sundae.

Intent Data 230

Intent Data Intent Data Intent Signal 230

Zoominfo

AUGUST 11, 2020

Maybe you make a to-do list of chores for the day or map out specific tasks in order to complete a project? But how do you determine which existing clients are good, and which ones were just too difficult to secure? What Is An Ideal Client Profile (and why you need them). It all comes down to building out client profiles.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Hubspot Sales

JANUARY 30, 2024

Since we just started a new year, is it time for some goodbyes? In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. Salespeople acting as primary information sharers. Why the change?

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

No More Cold Calling

APRIL 9, 2020

It doesn’t crash, and we know how to use it. Do you know how to have that kind of sales conversations? Do your salespeople? That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! , Imagine that…. INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

JANUARY 24, 2019

How about a buyer who enjoyed receiving cold calls? Cold calling doesn’t differentiate your organization from the competition, nor does it result in qualified lead generation. So why is everyone offering cold calling tips when cold calling doesn’t even work? You call someone because you got their name from a colleague or friend.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

The Pipeline

FEBRUARY 19, 2019

Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better. The vast majority move on, looking for a more ready buyer.

SME 225

SME Quota Groups Buyer 225

Nutshell

MARCH 15, 2024

Learning about their likes, dislikes, challenges, and needs can inform future strategies, campaigns, and communications with prospects and help you connect with them more personally. It’s also great for separating prospects who are just kicking tires from those who are closer to making a decision and taking action.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

SBI Growth

APRIL 26, 2013

Meeting with their leadership team, I asked “ Do you know your customer? ” Yes… we better know our customer”, was the response from the head of marketing. So I asked the next logical question: “ Tell me about your buyer research; How do you do it? ” Buyers are self-educating more than ever.

Customer 316

Customer Buyer Persona Survey Demand Generation Targets 316

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. Why is it important to have a structured sales process? Why is it important to have a structured sales process? Read this first.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Zoominfo

AUGUST 16, 2021

Just how do businesses with access to so much rich information actually use it to their individual advantage? Its growth is changing how teams prioritize their time and gather behavioral signals about prospects and accounts. Because we got in front of interested buyers before our competitors could.

Intent Data 130

Intent Data Intent Data Buyer Intent 130

Zoominfo

JANUARY 22, 2019

While bad reviews are inevitable, they can still incite panic within your organization—and it’s easy to understand why. 92% of B2B buyers are more likely to make a purchase after reading a trusted review. Today we teach you how! Here’s what we recommend: 1. Gather information about each negative review.

Social Media 213

Social Media B2B Scale Follow-up 213

Product Management University

FEBRUARY 21, 2024

Competitive demos are stressful, especially when you’re operating on very little knowledge or hearsay information about your competitor’s weaknesses. That gives you the perfect opening to attack their strengths when you’re doing highly competitive demos, especially when their weaknesses aren’t show-stoppers. There’s no answer for that!

Competition 52

Competition How To Positioning Exact 52

Zoominfo

OCTOBER 5, 2021

Without a clear understanding of your industry or market, you’ll be ill-equipped to make informed business decisions. In fact, the global business intelligence market is predicted to expand from $23.1 Here’s what the term actually means — and why you ought to start using it. billion in 2020 to $33.3 billion by 2025.

Data 130

Data Marketing Scale Analysis 130

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? Read on to learn more.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

MarketJoy

APRIL 7, 2022

Why You Need Effective Buyer Personas for B2B Lead Generation. A buyer persona is a hypothetical customer that serves as a model of the buyer you want to target. Personas take this information and build it out to clarify the needs, behaviors, goals, and concerns of your audience. Why do they buy?

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

Vengreso

JANUARY 21, 2021

And while there are many reasons why VPs of Sales don’t last long in their jobs, one strong reason (according to my guest) is the lack of a model for success. He has spoken to many sales organizations around the world and has gathered valuable insights for sales leaders that he shared with me during the podcast. Ungate content.

Lead Rank 127

Lead Rank B2C Quota B2B 127

Allego

OCTOBER 4, 2022

We are the generation that rarely receives attention. We got used to it (whatever) and kept on going, pretending like we didn’t want any recognition. If you can customize your buyer engagement , content, and messaging people will respond much more positively than if you take a one-size-fits-all approach.

Sales Process 62

Sales Process Hiring How To Video 62

Zoominfo

JANUARY 19, 2020

While bad online business reviews are inevitable, they can still incite panic within your organization—and it’s easy to understand why. 92% of B2B buyers are more likely to make a purchase after reading a trusted review. Today we teach you how! Here’s what we recommend: Table of Contents Monitor your online reputation.

Social Media 130

Social Media Google Scale B2B 130

Zoominfo

NOVEMBER 24, 2020

Why is it so valuable, you ask? It’s time to read the fine print, and when we do, we know that real-time doesn’t necessarily mean in real-time (aka that very minute). Streaming intent data, like ZoomInfo’s new Streaming Intent tool , is what we like to call the cherry on top of the B2B sundae.

Intent Data 130

Intent Data Intent Data Intent Signal 130

Sales Hacker

MARCH 25, 2021

Newsflash: buyer personas are useless. Or Mary from marketing? Or any of the other buyer personas you so carefully put together? Our guess is that poor Polly from purchasing is gathering dust on a noticeboard in the canteen or buried somewhere deep in your internal network of folders. So where are you going wrong?

Buyer Persona 112

Buyer Persona Top of Funnel Buyer Outsourcing Services 112

Zoominfo

AUGUST 11, 2020

Maybe a to-do list of chores for the day? But how do you determine which existing clients are good, and which ones were just too difficult to secure? An ideal client profile informs teams about potential clients that would make good prospects, as well as which ones aren’t. It all comes down to building out client profiles.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 130

Mindtickle

FEBRUARY 29, 2024

In this video, Mindtickle Principal Product Marketing Manager Christian Pieper outlines how orgs can build a content strategy using data from your CMS, DSRs and CRM. A content strategy that’s driven by data and perfectly aligned with the buyer journey. Now they’re gathering data on how that content is impacting deals.

CRM 52

CRM Strategy How To Data 52

Mereo

APRIL 25, 2024

study , more than 250 out of 500 data leaders reported that they struggle to realize true business value from their datasets. Most organizations’ data analytics remain in the early phases, at the descriptive and diagnostic levels that tell a “what” and “why” story. Why did subscription customers churn / renew?

Data 41

Data Lead Rank Analysis Lead Scoring 41

Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” What we like: Sales managers can have a greater impact on a deal in its early days, increasing the likelihood of earning the business. Managers who have been promoted from reps earned their management role by selling well, not inspecting data well.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

Hubspot Sales

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. How do you envision measuring success or ROI if we were to work together?” What factors do you consider when evaluating potential solutions or vendors?”

Negotiation 96

Negotiation Telecommunications How To Software 96

Mindtickle

JUNE 22, 2023

Buyers are already short on time, and the last thing they want is to listen to another sales pitch. Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report.

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Zoominfo

SEPTEMBER 3, 2018

But, we have a simple fix—surveys! If you ask the right questions, you can then use customer response data to inform your most critical marketing activities. Get as specific as possible to create realistic and accurate buyer personas. Get as specific as possible to create realistic and accurate buyer personas.

Survey 133

Survey B2B Webinar Metrics Buyer Persona 133

Hubspot Sales

JUNE 21, 2023

Salespeople need to be able to neutralize and move past buyer objections to be successful, but there's a distinction between objections and brush-offs. If you offer up a traditional, more passive response, your buyer will continue on autopilot — not even giving you a second thought when the call ends. Dare to be different.

Buyer 103

Buyer Decision Maker Vendor How To 103

Zoominfo

OCTOBER 5, 2021

You need accurate, up-to-date, and privacy-compliant business data to successfully engage buyers across continents. That’s why we created the ZoomInfo Data Passport. We continue to expand our global database of critical B2B data, to ensure that ZoomInfo’s platform goes beyond what local vendors can offer.

Data 130

Data Travel Intent Data Vendor 130

Gong.io

DECEMBER 14, 2022

It can be time-consuming at first (since you’ll need to gather a lot of information), but the pay-offs can be huge. Well, they closely match your ideal customer profile (ICP) and share characteristics with your top buyers. It’s one of the most effective ways of moving upmarket to target bigger and better buyers.

Ideal Customer Profile 62

Ideal Customer Profile Demand Generation Targets Account Buyer Persona 62

Allego

MAY 25, 2021

When you hear these terms, do you think of R2D2? The term AI is often used to describe machines that mimic functions that we associate with the human mind, such as learning and problem solving. Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. What is AI-assisted sales?

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

Janek Performance Group

APRIL 10, 2024

67% of lost sales result from improper qualification. From this, it’s easy to see the importance of qualification. That’s why it’s a central element of our recent webinar, Turbocharging Business Development Strategies. There, we looked at key indicators to assess before passing prospects to sales.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) This is largely influenced by the changing expectations of buyers, which have seen considerable shifts in the past few years. How can you motivate your sales team to do the extra legwork?

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Miller Heiman Group

SEPTEMBER 3, 2020

Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another. Four Types of Questions Lead to Better Deals.

Customer 154

Customer Lead Rank Lead Scoring Buyer 154

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Why is Q4 the biggest sales quarter of the year?

Data 117

Data Discount How To Quota 117

Hubspot Sales

APRIL 7, 2023

What do ebooks, graphic design software, and online courses have in common? Doing so comes with some unique benefits like low overhead costs and not having to worry about storing inventory. Why sell digital products? In the section below, we highlight the top benefits. Why sell digital products?

Buyer Persona 104

Buyer Persona eBook How To Social Media 104

Crunchbase

MARCH 17, 2022

We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. The author is an expert in their field and a Crunchbase user.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129