Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Avoid overlap in our call lists so reps weren’t repeating calls to the same prospects. Here’s how we did it. Is cold calling dead?

Cold Calling 200

Cold Calling Call-back Competition Scale 200

Sales and Marketing Management

APRIL 24, 2020

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. To help you power up your reps’ efficiency, boost the bottom line and deliver a customer experience that lasts long after the initial sale, here are a few ideas for leveraging data as part of your B2B sales strategy. Start Small.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Zoominfo

DECEMBER 23, 2020

Even though it’s tradition at this time of year to reflect on old New Year’s resolutions, and draw up new ones — we can make a pass for 2019’s. B2B Database New Year’s Resolutions. B2B data providers save companies loads of time and headaches, but at a monetary cost. Who knew what surprises awaited us in 2020?).

Ideal Customer Profile 245

Ideal Customer Profile Data B2B Webinar Metrics 245

Zoominfo

AUGUST 7, 2019

Our stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. As your prospects and customers change jobs and contact information it’s critical that you keep up with them. Contact us today to learn more.

Data 150

Data B2B Lead Nurturing SalesForce 150

DiscoverOrg Sales

APRIL 11, 2019

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. You’ll learn best practices for scheduling demos, how to engage prospects and give killer demos, startup-specific demo tips, and of course, the 7 Deadly Sins of Demoing. 5 Keys Sales Must Use to Get in the Door with B2B Buyers.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Sales and Marketing Management

OCTOBER 29, 2018

In the B2B space, product-agnostic content manifests in a variety of ways. Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Zoominfo

AUGUST 31, 2020

And like anything ambitious, there are plenty of possibilities and drawbacks to consider, so let’s scale the enormity of it all back, and focus on the following question: How will GPT-3 impact the B2B space? Let’s examine 3 data-centered predictions from the perspective of a prospective buyer , aspiring vendor, and B2B, at-large.

Data 179

Data B2B Industry Engineering 179

Alice Heiman

DECEMBER 26, 2018

So, we decided to ask a group of sales experts this one question: What is the biggest trend you expect to see in the sales industry in 2019? . Sales Trends of 2019 . Companies who recognize this and create more role specialization in this area will be the winners in 2019 and 2 020. One of the trends I see for 2019 is focus.

Trends 113

Trends Face-to-face Scale Direct Mail 113

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.

B2B 81

B2B Prospecting SAP Sales Qualified Lead 81

Zoominfo

OCTOBER 10, 2019

It’s no surprise to see more and more marketers explore and invest in attribution modeling in 2019 and beyond. After all, the B2B buyer’s journey has become increasingly complex, as each prospect engages with a number of digital touchpoints on their path to becoming a customer. use a multi-touch attribution model.

Trends 160

Trends B2B Marketing Channels 160

DiscoverOrg Sales

JANUARY 8, 2019

Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019. What is DiscoverOrg focusing on in 2019? Our goal for 2019 is making sure the market knows how to put this new data into action. But I love the concept of data-driven customer engagement.

Data 149

Data B2B Intent Data Intent 149

Janek Performance Group

DECEMBER 27, 2022

With the New Year just around the corner, it’s time to consider the new B2B sales strategies you may have been putting off. The B2B landscape is changing rapidly. Looking into the future, we can predict the changes to the B2B sales landscape and what strategies companies should adopt to stay successful.

Trends 62

Trends B2B Hiring Ideal Customer Profile 62

Vengreso

JANUARY 3, 2019

When I set it out to curate a list of the top 21 sales podcasts for 2019, I had two motivating forces in mind. Take these 21 #sales podcasts with you to the gym to get even more value from your workouts in 2019. 21 Sales Podcasts for 2019. Without further ado check out my curated list of sales podcasts for your playlist in 2019.

Scale 111

Scale Outside Sales B2B SalesForce 111

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. percent of salespeople made quota in 2019, according to CSO Insights. And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

AUGUST 6, 2020

10 Great Podcasts About Recruiting and Hiring (via @recruiterdotcom ) [link] — ZoomInfo (@ZoomInfo) July 8, 2019. A database platform that aims to combat these pain points can save recruiters and candidates time, money, and lots of stress. Where Does ZoomInfo Come In? Picture this: You need talent.

Hiring 221

Hiring B2B Intent Data Face-to-face 221

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 131

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 131

SBI

DECEMBER 18, 2018

Time to Get Your Data & Tech Stack in Shape for 2019. B2B companies are in planning mode this time of year. She provided great insight on what B2B companies are doing to assess their current capabilities and get prepared for 2019. Here are 3 steps to get your tech stack and data into shape as you plan for 2019.

Ideal Customer Profile 123

Ideal Customer Profile Webinar Metrics Data Lead Rank 123

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. B2B companies need to switch from a mentality of “here’s what we’re selling” to “we understand what you need.” Customers have more power and more information than ever?—?they

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Showpad

SEPTEMBER 20, 2019

Join us at TRANSFORM 2019 in London | 8-9 Oct. TRANSFORM 2019 London is just around the corner! 5 Ways Improving your B2B Customer Experience Impacts the Bottom Line. Providing prospects with a positive experience will boost your ROI. Accelerated B2B Sales Growth: Challenges and Strategies. Your buyers are human.

Sales Enablement 56

Sales Enablement Decision Maker B2B Conference 56

OutboundView

JUNE 30, 2019

It’s 2019, and there’s a sleuth of B2B sales prospecting tools out there, each more promising than the next. There are four types of sales prospecting tools that I believe every team should have available, and can’t be successful without them. B2B Prospecting Tools Pyramid. Image Source: Outboundview.

Tools 31

Tools B2B Prospecting Telemarketing 31

Openview

DECEMBER 12, 2018

Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. In 2019, curating feedback from across the web, and arming sales to be prepared with it proactively will become as important as knowing what your competitors are saying about you. The Rise of Feedback. Sales stack overload.

Trends 100

Trends Hiring Sales Talent Scale 100

MarketJoy

DECEMBER 26, 2018

Because closing a B2B sale requires you to connect and convince not just one buyer, but several of them. And according to one report from Harvard Business Review , the number of people involved in B2B solutions purchases has climbed from an average of 5.4 Now the question is how can you convince people and boost your B2B Sales?

B2B 49

B2B Referrals How To Buying Cycle 49

Pipeliner

JUNE 18, 2019

If you are a Salesperson you are used to being on the go, moving quickly from prospect to prospect, customer to customer, meeting to meeting – sometimes it seems like you are in perpetual motion! Panel: 26th June 2019 10.00am PT – 11.00am PT appeared first on SalesPOP! Panel Discussion: The Mobile Salesperson.

Social Media 75

Social Media B2B Influencer Study 75

Sales Hacker

JANUARY 31, 2022

While we’re not yet able to claim victory over the pandemic, it’s time sales leaders think about what B2B sales might look like in a post-COVID world. How COVID-19 changed B2B communication. What emerged were some early insights into how B2B communication changed – and continues to change – in the face of our extraordinary new reality.

Survey 108

Survey B2B Channels Face-to-face 108

SBI

DECEMBER 9, 2019

Smart Selling Tools Announces Top Sales Tools of 2019. the leading provider of information on sales software technologies (SalesTech), today announced the release of its Top Sales Tools of 2019 Guide: Final Cut. 26, 2019 /PRNewswire/ — — Smart Selling Tools, Inc. Engaging Leads & Prospects. Enabling Sales.

SAP 65

SAP Webinar Metrics Software Software 65

Zoominfo

MAY 3, 2018

After all, if you can’t reach your prospects or customers, your message, offer, and product no longer matter. What Is B2B Data? B2B data is insightful information used to help drive sales and marketing efforts. For 54% of B2B businesses , their biggest challenge to achieving success is the absence of data quality.

Data 100

Data B2B Decision Maker Lead Rank 100

Anthony Iannarino

MAY 29, 2019

is the Title Sponsor of the OutBound Conference 2019. The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.". The post Max Altschuler on Outreach and Prospecting Sequences appeared first on The Sales Blog. Outreach.io Essential Reading! Outreach.io

Prospecting 75

Prospecting Outbound Conference B2B 75

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 110

Intent Data Intent Real Estate Data 110

Showpad

AUGUST 9, 2019

You could be making one of these five mistakes that may result in losing a prospective sale. . Read here to learn how ABM helps you target the best prospects and get them to convert. . B2B Marketers Can Do Better To Engage Buyers. The post Weekly Sales Enablement News Roundup – August 9, 2019 appeared first on Showpad.

Account Based Marketing 61

Account Based Marketing Sales Enablement B2B Consumer 61

Showpad

JUNE 4, 2019

As we enter the second half of 2019, we’ve updated our list of recommendations for sales enablement conferences and events to attend. Forrester B2B Marketing & Sales. In 2019, Forrester’s annual sales and marketing event will feature content surrounding the theme of “How to Engage and Close Today’s B2B Buyers.”

Conference 67

Conference Sales Enablement Networking Outbound 67

Sales Hacker

MARCH 6, 2024

Stephen Hakami is the Founder and CEO of Wiza – the most accurate way to find verified contact information for B2B prospects. Stephen started the company in 2019 after a sales career of being frustrated with bad data, and set out to build a prospecting tool that’s powered by live LinkedIn data.

Outbound 90

Outbound Hotels Case Study How To 90

The Center for Sales Strategy

MARCH 30, 2020

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

Social Selling 109

Social Selling Social Media Benefit B2B 109

Zoominfo

FEBRUARY 25, 2021

The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. Consider this: In 2019, ON24 surveyed its webcasting platform users. Read on to get the ins and outs of attracting prospects (and converting them into customers) with a step-by-step webinar formula. What Is a Webinar Funnel?

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Crunchbase

SEPTEMBER 20, 2019

Following up with prospects is an integral cog in the sales machine although it is probably one of the most neglected ones as well. With prospects being bombarded with communication from all directions, it is important to maintain an omnichannel follow-up strategy to ensure maximum conversion. The Three Golden Rule of Sales.

Meeting 75

Meeting Strategy Social Media Channels 75

Women Sales Pros

APRIL 19, 2019

I hope you find value from my take on the four trends that will improve your success in 2019. Don’t let your sellers build ‘decks’ and put your prospects through linear presentations that are all about you. 74% of the time, B2B buyers purchase from the first sellers to create a clear path to value. DEVELOP SALES LEADERS.

Trends 129

Trends Hiring Ideal Customer Profile Churn 129

Allego

JANUARY 24, 2019

Top 5 Sales Events in 2019. Unleash 2019. Unleash 2019, sponsored by Outreach.io, is all about becoming invincible and rising from impossible circumstances. SiriusDecisions Summit is the must-attend event for innovators and trendsetters in B2B marketing and sales. Selected Speakers Include: Not Yet Announced for 2019.

Account Based Marketing 54

Account Based Marketing Face-to-face Conference Microsoft 54

Mr. Inside Sales

MARCH 21, 2019

What do you say when you get this objection while prospecting ? Let’s face it: This blow off is just a variation that prospects have been using for years. All you have to do is have an email already prepared while you’re prospecting. Training dates: Every Tuesday, from Tuesday, May 7, 2019, to Tuesday, June 18, 2019.

Face-to-face 137

Face-to-face B2C Sales Qualified Lead Inside Sales 137