Zoominfo

SEPTEMBER 10, 2020

All of those numbers, voicemails, busy signals, etc. Why do we need technology that does that for us? Imagine having to call 50-100 people in a day. It sounds crazy right? And imagine doing it with no help from technology. It’s just you and the phone. You might not think that automatic sales dialers have that much to offer you.

Closing 264

Closing Call-back How To Outbound 264

Zoominfo

DECEMBER 16, 2020

Better yet, what if you could use these same filters while leveraging buying signals to either find new accounts or prioritize what accounts your team should focus efforts on based on likelihood to buy? Let’s start with a reminder: CRMs have a purpose. ZoomInfo is here to change that with our latest release, Salesforce Sync.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Jeffrey Gitomer

JANUARY 15, 2019

She's doing all the things you're supposed to do and only using one technique to sell: when she asks her closing question, "Would you like to buy some Girl Scout cookies?" Imagine a 7-year old kid coming to your door, asking you to buy cookies and showing you a list of 150 people who already said yes. You have to buy.

Call-back 222

Call-back Up-Sell Benefit Closing 222

Zoominfo

OCTOBER 28, 2020

Why circle back and polish up a brand new intent engine? Get a Demo How (And Why!) ZoomInfo is Launching Streaming Intent For readers unfamiliar with intent data, let’s provide essential context: intent data uncovers buying signals based on online consumption patterns. value to our customers?

Intent Data 100

Intent Data Buyer Intent Intent Ideal Customer Profile 100

The Pipeline

JULY 10, 2017

It’s easy to see why, you find yourself in front of what appears to a willing prospect, sharing what they want to do, why they are thinking of doing it, all while asking you questions that your manager taught you are “buying signals”. How & Why. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Closing 198

Closing Vendor Energy Pipeline 198

Zoominfo

MAY 9, 2022

Why Do You Need a Sales Engagement Platform? Why Do You Need a Sales Engagement Platform? It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. This process was inefficient, time-intensive, and unpredictable.

Scale 130

Scale Sales Automation Hiring ROI 130

SBI Growth

JANUARY 8, 2013

Why do my customers buy? What drives their buying behavior? To understand the Buyer’s Journey, you need to map your customer’s buying process. A Buying Process Map has multiple phases. Exit Criteria is something the buyer does that signals they’ve moved to the next stage. BUYING PHASES.

Customer 331

Customer Demand Generation Demand Generation Targets How To 331

Zoominfo

FEBRUARY 8, 2022

Account-based marketing is used by most B2B companies, and it’s easy to see why: it promises to bring marketing and sales closer together, target accounts as one revenue team, and drive bottom-line results. That’s why we’re the only vendor in the world that has the ability to create a very successful B2B marketing platform.”

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

Zoominfo

FEBRUARY 23, 2021

If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? Why do they buy? Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting?

Prospecting 208

Prospecting Ideal Customer Profile Strategy Top of Funnel 208

Zoominfo

JUNE 28, 2023

It’s the day of a new product launch. You’ve got butterflies, your team is excited, and you know your customers are going to be impressed. In order to make the launch a success, it’s crucial that you set clear goals, plan future steps, and earn a competitive advantage. That’s where a go-to-market (GTM) strategy comes in.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

SalesProInsider

AUGUST 16, 2023

The Why Behind the But Why Caution for Sales Objections Why am I adamant about this? The Why Behind the But Why Caution for Sales Objections Why am I adamant about this? It’s also why so many financial professionals don’t like to be associated with sales…ready? So far so good, right?

Opportunity 71

Opportunity Objections Guarantee Loyalty 71

Crunchbase

MARCH 29, 2022

That’s why we created the Crunchbase Chrome extension. Cut down research time by leveraging the Crunchbase Chrome extension to: Evaluate accounts with key signals: Understand if a company is in a position to buy with buy signals like funding, layoffs, leadership hires and more. Download Now. Search less.

Decision Maker 98

Decision Maker SalesForce Hiring Enterprise 98

Zoominfo

MAY 20, 2021

Let’s take a closer look at why you should pay attention to the most measurable, automatable, and scalable asset in the digital marketer’s toolkit. Building trust is essential to convincing customers to buy more than once. Email is the OG digital marketing tool. It’s ubiquitous, low cost, reliable, and provides high-impact benefits.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Zoominfo

JULY 25, 2023

Why Invest in B2B Lead Generation? In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zoominfo

AUGUST 2, 2020

Intent data is used to discover buying signals found by tracking multiple sources. Here’s why: data owners are responsible for deduping, tagging, filtering, verifying, and updating the information. Here’s why: data owners are responsible for deduping, tagging, filtering, verifying, and updating the information.

Data 245

Data B2B Vendor Intent Data 245

Hubspot Sales

MAY 13, 2022

You buy snacks and pay for everything with a wave of your hand. Why do people use contactless pay? So with all those advantages, why would anyone hesitate to use a contactless credit card? This chip doesn’t generate a signal or have any power of its own. Instead, it’s activated by a radio signal made by the card reader.

Hubspot 94

Hubspot Banking Account Google 94

Vengreso

JULY 31, 2023

Separating the signal from the noise is a Herculean task with account-level intent data. It’s uncovering and surfacing the intent signals that you can use to move each member of the buying committee, and spotting these opportunities while they’re red-hot. Sales folks, we have a problem with UFOs. We don’t need more data.

Intent Data 52

Intent Data Buyer Intent Intent B2B 52

SalesLoft

SEPTEMBER 12, 2023

On a typical day, an AE on your team might have calls with half a dozen prospects and clients, sift through the recordings of those conversations, need to figure out where in the buying process each of those prospects and clients are, lose track of time, and delay a deal. Why is CI what’s missing from this equation?

Conversion 52

Conversion Intent Signal Follow-up Revenue 52

SalesLoft

SEPTEMBER 12, 2023

On a typical day, an AE on your team might have calls with half a dozen prospects and clients, sift through the recordings of those conversations, need to figure out where in the buying process each of those prospects and clients are, lose track of time, and delay a deal. Why is CI what’s missing from this equation?

Conversion 52

Conversion Intent Signal Follow-up Revenue 52

Zoominfo

OCTOBER 28, 2018

Why is technographic data so important? Here’s an example from VentureBeat : A financial tech firm noticed that Eloqua marketing automation was a predictive signal for its top prospects. Here’s an example from VentureBeat : A financial tech firm noticed that Eloqua marketing automation was a predictive signal for its top prospects.

Data 177

Data Eloqua Buyer Persona Demographics 177

Crunchbase

OCTOBER 21, 2021

Why is lead nurturing beneficial? A successful lead-nurturing funnel concentrates marketing and communication efforts on listening to prospects’ needs and presenting information in a way that establishes trust, raises brand recognition, and maintains relationships until prospects are ready to buy. Search less. Close more.

Lead Nurturing 98

Lead Nurturing Lead Rank Lead Scoring Sales Qualified Lead 98

The Pipeline

SEPTEMBER 18, 2017

This is not as easy as it first sounds, which why many sellers ignore it, and pay the price. This is not as easy as it first sounds, which why many sellers ignore it, and pay the price. By Tibor Shanto – tibor.shanto@sellbetter.ca . No matter how one slices it, sales is a game of change. Buyer Current State.

Vendor 250

Vendor Objections Buyer Influencer 250

Zoominfo

APRIL 23, 2021

ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. The timeless case for automation. Through trial and error, companies adopt “sales plays” that become repeatable and highly targeted.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

The Pipeline

SEPTEMBER 28, 2017

Most clients love it, and give off “buying signals” indicating they will go for option B, till pricing comes up, when and most revert to the lower priced component. The reality is often different, and giving prospects choices can have unanticipated consequences. Quicker sales, more revenues, no unhappy customers.

Pipeline 198

Pipeline Revenue Buyer Up-Sell 198

Zoominfo

SEPTEMBER 10, 2020

All of those numbers, voicemails, busy signals, etc. Why do we need technology that does that for us? Imagine having to call 50-100 people in a day. It sounds crazy right? And imagine doing it with no help from technology. It’s just you and the phone. You might not think that automatic sales dialers have that much to offer you.

Closing 130

Closing Call-back How To Outbound 130

SBI Growth

NOVEMBER 3, 2013

Understanding, recognizing, and adapting to these signals effectively is the key to success. In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. You have to ask yourself the question. Out of Touch.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

Mindtickle

MARCH 14, 2024

Digital experiences need to be personalized to each customer and reflect the branding and culture of both the buying and selling organizations. For example, reps can look for buying signals, find key, relevant content, and then add and share that content with prospects through the digital sales room. Mindtickle provided that.”

Revenue 52

Revenue Sales Cycle B2B Decision Maker 52

Zoominfo

MARCH 27, 2019

In the B2B world, technographic data points often serve as critical buying signals. The term technographic data, or technographics , refers to the essential technologies and tools a business uses to function. Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to.

Report 222

Report Data B2B Survey 222

BuzzBoard

NOVEMBER 22, 2023

That’s why the approach of need-based hyper-personalization is so crucial. We gather raw data as digital signals, efficiently analyze that data, draft strategy, and craft hyper-personalized content. ( Capgemini ) The data shared above is of 2023 and it’s only increasing! In 2024, the stakes are higher!

B2B 105

B2B Strategy Demographics Social Media 105

SBI

SEPTEMBER 17, 2019

Through its unique, account-specific revenue signals and automated outreach, the enterprise cloud solution is promised to accelerate sales in a way that CRM and AI alone cannot. That’s why we developed Revenue Signals, a system of intelligent, rule-based alerts designed to help you stay focused on what drives your sales forward.

SAP 84

SAP Enterprise Enterprise Oracle 84

Gong.io

JULY 20, 2022

Sales ICPs use quantitative data to determine the firmographic signals (such as company size, industry, and revenue) that indicate an ideal company to target. Sales ICPs use quantitative data to determine the firmographic signals (such as company size, industry, and revenue) that indicate an ideal company to target. Ecommerce websites.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 62

Pipeliner

MAY 22, 2020

Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Sometimes discounting signals failure, but it can also signal vitality, for example, when a company executes a high-growth strategy to grab market share in a nascent market. Net worth: $16.7

Discount 98

Discount Vendor Buyer Retail 98

Hubspot Sales

SEPTEMBER 18, 2023

That is why recognizing trigger events is key to being successful. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. That’s why sometimes it’s difficult to know the difference. That’s why sometimes it’s difficult to know the difference.

Social Media 105

Social Media Google Hiring How To 105

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. Let’s get into it! Check it out! Sprout Social.

Research 233

Research B2B Tools Company 233

Crunchbase

AUGUST 20, 2021

Find relevant prospect data and buying signals with Crunchbase – try it free. In this stage, you should be aiming to get a clear idea about the top reasons why any specific prospect should be interested in your software. This article is part of the Crunchbase Community Contributor Series. 50 million)?

Ideal Customer Profile 105

Ideal Customer Profile Prospecting Strategy Decision Maker 105

Zoominfo

JUNE 4, 2019

Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your B2B sales prospects be any different? Trust is the foundation of any successful deal. In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Keep reading!

Case Study 244

Case Study Referrals B2B Social Media 244

The Digital Sales Institute

MARCH 12, 2024

They must learn to anticipate and deal with objections such as price or why change to boost their chances of closing the sale. Focus on outcomes can make a more compelling case for why the customer should buy. People buy from people they like, trust and believe are credible. Not necessarily. Product Knowledge.

Closing 52

Closing Objections Buyer Proposal 52