Zoominfo

MAY 9, 2018

Today’s post is our 9 th installment in the series and includes blog posts about passive candidate recruitment, data-driven e-commerce, sales metrics, account-based selling, and more! 4 Ways to Recruit Passive Candidates in 2018. The Definitive Guide to a Data-Driven E-Commerce Marketing Strategy. Let’s get into it!

B2B 113

B2B Sales Cycle Hiring Forecasting 113

Pointclear

SEPTEMBER 27, 2017

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. 40 to 50 pipeline accounts (from which 20% to 30% will become fully qualified sales opportunities this quarter or next). My advice is don’t repeat a 2017 mistake in 2018. Don’t wait.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Video prospecting. Account-based selling. 2018 is just around the corner. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018. 1) Video prospecting. Greater emphasis on SDR training. Messaging and chat. It’s not hard.

Top of Funnel 136

Top of Funnel Trends Funnel Decision Maker 136

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. 6 Challenges for Salespeople in 2018. Creating a targeted prospecting strategy.

Ideal Customer Profile 143

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 143

Zoominfo

JUNE 3, 2018

This month’s edition features content related to ABM, branding, customer experience, marketing reports, and so much more. If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

Hubspot Sales

SEPTEMBER 30, 2020

This is especially true when it comes to sales and marketing. In an ideal world, sales and marketing processes would be built with the other team in mind. Here are some numbers that just might convince you of the value of Sales and Marketing alignment: Sales and Marketing Alignment Stats to Know. InsideView, 2018 ).

InsideView 130

InsideView Lead Rank Lead Scoring Account Based Marketing 130

Hubspot Sales

JANUARY 31, 2018

But being a salesperson in 2018 is very different than being a salesperson in 1987. Although it’s arguably more difficult to sell effectively in 2018, it’s easier for top performers to differentiate themselves. 18 Outdated Sales Tactics to Kick to the Curb in 2018. The first thing you need to do? The first thing you need to do?

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Hubspot Sales

DECEMBER 26, 2017

SDR/BDR Skills for 2018. Video prospecting. We’re about to turn the corner into 2018. 1) Video prospecting. Video prospecting” is a buzzword, but at HubSpot, we’ve seen great results. Of course, that’s probably one month before video prospecting starts to lose its impact …). Highly customized outreach.

Hubspot 144

Hubspot Lead Rank Call-back Sales Qualified Lead 144

SBI

JUNE 19, 2019

TechTarget Priority Engine Named Best Account Based Marketing and Sales & Marketing Intelligence Solution by SIIA. Priority Engine provides B2B marketing and sales teams the real, observed purchase intent they need to act with speed and confidence. TechTarget, Inc. Michael Cotoia, CEO, TechTarget.

Account Based Marketing 50

Account Based Marketing Engineering Ideal Customer Profile Account 50

SalesforLife

SEPTEMBER 30, 2019

Maybe I’m getting older, or becoming more aware, or turning cynical – but the disruption in the Force that I’m seeing is that year by year, more and more sales professionals – whether they’re account executives, customer success leaders, or business development reps – seem to be losing the skill and art of prospecting.

Prospecting 96

Prospecting Face-to-face Quota Cold Calling 96

Sales and Marketing Management

FEBRUARY 8, 2021

“Google searches reflect that Airbnb has eclipsed the equity of century-old brands, in one decade, across markets big and small,” wrote entrepreneur and NYU marketing professor Scott Galloway. While competitors may have equity in a specific market, no brand sits on the iron throne across all markets as Airbnb does.”.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Zoominfo

MARCH 15, 2018

This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more. 1. The Beginner’s Guide to a Data-Driven Content Marketing Strategy. Although simple in theory, content marketing is a lot easier said than done. Content marketing leaders experience 7.8x

Account Based Marketing 113

Account Based Marketing B2B Prospecting Lead Generation 113

Sales Hacker

JANUARY 18, 2018

Sure, there are plenty of great resources on the internet but nothing beats getting face time with prospects, peers and colleagues about their latest success and failures when it comes to working in this field we call sales. We know that hopping on a phone call with a prospect is more effective than firing off emails. Rainmaker 2018.

Conference 87

Conference Inbound SalesForce Lead Gen 87

Zoominfo

MAY 9, 2021

Now, imagine two prospects working for different organizations. On their way to work, both prospects see your company’s billboard and think to themselves, “Hmm, I should check that product out.” Each prospect visits your company’s website. Neither prospect converts. But marketers still do. Not so much.

Ideal Customer Profile 147

Ideal Customer Profile Google Analytics Strategy Google 147

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. Conference.

Conference 111

Conference Scale Inbound Hiring 111

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. What if you had access to your prospects’ buying windows (time periods when they are most likely to buy)? Consider this — most ( if not all) your B2B prospects or target accounts are tenants in commercial buildings where they occupy space.

Intent Data 111

Intent Data Intent Real Estate Data 111

Pipeliner

FEBRUARY 12, 2018

Survey participants indicated a need to better articulate value in a market characterized by competition and multiple decision makers on the buying side. Prospecting. The increasing sophistication underpinning sales automation tools is motivating sales professionals to redesign their prospecting strategy. Managing Accounts.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61

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

Zoominfo

MAY 9, 2021

Now, imagine two prospects working for different organizations. On their way to work, both prospects see your company’s billboard and think to themselves, “Hmm, I should check that product out.” Each prospect visits your company’s website. Neither prospect converts. But marketers still do. Not so much.

Ideal Customer Profile 130

Ideal Customer Profile Google Analytics Strategy Google 130

DiscoverOrg Sales

JANUARY 29, 2018

May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect. We think the GDPR, based on its plain language, does not apply to B2B marketing under this test, because the offer is to the employer, not the employee. Recital (24).)

Data 215

Data Marketing Ideal Customer Profile B2B 215

Sales Hacker

JANUARY 31, 2018

And as more and more outreach becomes automated, more prospects tune out and you have to try harder to be memorable. In 2018, more than ever, you have to EARN that sales meeting. But it’s time for us to set aside our pride and use data to make the right decisions when it comes to identifying your company’s total addressable market.

Sales Meeting 69

Sales Meeting Meeting Telemarketing How To 69

SBI

FEBRUARY 22, 2018

2018 is poised to be a particularly busy year for people looking to start new jobs. While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. Nevertheless, it is your responsibility to know any changes that have taken place at a particular account.

Decision Maker 139

Decision Maker Closing Prospecting Top of Funnel 139

No More Cold Calling

JANUARY 28, 2018

Ready to hone your account based sales development skills? With the 2018 Winter Olympics starting soon, we’re already hearing about the amazing athletes who will wow us next month. When I ask groups of salespeople, “Who wants to build referral skills and will agree to be accountable for results?”—not not every hand goes up.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

Zoominfo

SEPTEMBER 15, 2020

Tracking target accounts with these buying signals can streamline the selling process for your sales teams with data-driven efficiency. Buyer intent data is typically sourced from first (internal) or third (external) parties, which, when combined, offers a complete view of target account activity. Buyer Intent Data Sources.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

InsideSales.com

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. Lead Quality and Account-Focused Strategies Dominate. The goal for any sales rep is to have a full calendar of highly qualified prospects to speak with each day. for marketing reports.

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

Zoominfo

AUGUST 1, 2023

While it’s undeniable that generative AI is already changing how businesses engage with the world, sales and marketing leaders are quickly realizing that AI alone isn’t the solution to all their problems. This has probably been one of the biggest unlocks, and it’s gone super fast from trying to develop this to actually getting it in-market.”

Data 130

Data B2B Harvest Scale 130

Zoominfo

FEBRUARY 7, 2018

From emerging platforms, to hot new trends, there’s always something new that marketers must identify and adapt to. And for better or worse, this change is sure to have quite the impact on your B2B marketing strategy. Since the emergence of social media, Facebook has never been the platform of choice for B2B marketers.

B2B 180

B2B Strategy Buyer Persona Marketing 180

LeadFuze

JANUARY 1, 2022

What is an Account Executive Job? With so many companies downsizing their sales teams, it’s difficult to find an Account Executive job. We then went through a list that has been narrowed down from years worth of work experience in order to find your ideal account executive role. Who have more than 10 employees.

Account 52

Account Hiring Lead Rank Commission 52

Sales Hacker

NOVEMBER 22, 2017

Yes, prospects can be frustratingly unresponsive. Top 10 Sales Excuses You Need to Stop Making in 2018: We can’t find qualified prospects. Our marketing team sucks. The market is drying up. We Can’t Find Qualified Prospects. Our Marketing Team Sucks. Yes, competition is almost always brutal.

Ideal Customer Profile 87

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 87

Hubspot Sales

FEBRUARY 16, 2018

Then, create a concrete plan for changing the behavior, and ask someone to hold you accountable. After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits. Avoiding Prospecting. But 2018 is all about team selling.

Top of Funnel 110

Top of Funnel How To Hiring Face-to-face 110

Hubspot Sales

FEBRUARY 12, 2018

February 14 is typically a holiday for B2C marketers -- not salespeople. But that’s to your advantage: A Valentine’s Day-themed email will stand out in your prospects’ work inboxes, make them curious, and ultimately, earn you the opens and replies you’re looking for. Prospecting emails. goals in 2018. Two major caveats.

Prospecting 98

Prospecting Lead Gen Referrals Hiring 98

SBI

OCTOBER 4, 2018

First up… A quick chat with Luke Perritt, Account Executive of Conversica. ” It helps sales and marketing build pipeline. He described how their AI Sales Assistant takes on the grunt work and delivers prospects who are ready to have quality conversations. Luke explained why Conversica is so “cool.”

Report 138

Report SalesForce Video Distribution 138

Hubspot Sales

JANUARY 3, 2018

Already been ghosted by a few prospects this holiday season? Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.

Hiring 134

Hiring Prospecting Trade Show Vendor 134

SBI

JANUARY 30, 2019

TechTarget Accelerates Brand Consideration and Account Engagement with Latest Update to Priority Engine Purchase Intent Insight Platform. Connecting the dots between their brand investment and consideration has long been a challenge for marketers,” said Andrew Briney, Senior Vice President of Products, TechTarget. TechTarget, Inc.

Intent 50

Intent Engineering Account Intent Data 50

CloserIQ

NOVEMBER 9, 2018

Top Sales Books for Enterprise Account Executives. ” A Comprehensive Guide on Sales Prospecting (Abigail White of Inside Sales). “Knowing how to effectively use sales prospecting can help a business boost sales and reach their sales goals in no time.” Featured Article. ” Selling Strategies. .

Hiring 49

Hiring Loyalty Enterprise Enterprise 49

DiscoverOrg Sales

JANUARY 29, 2019

“But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development. Own win rate increases by 300% when we know key parts of a prospect’s technology stack. Here’s why. Notice a trend?).

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113