Zoominfo

JANUARY 21, 2021

When it comes to California’s new consumer privacy law, companies are most focused on complying with the regulation, guarding their customer information, and maintaining quality data. Figure 1 : Companies were most interested in compliance, judging from CCPA projects in 2020. Interest driven by compliance and data quality concerns.

Data 173

Data Retail Consumer Advertising 173

Zoominfo

JULY 1, 2020

Sales and marketing often speak different languages: Convert vs Close, Prospect vs Leads, Sales cycle vs Marketing funnel. Data, on the other hand, is a universal language. In the world of B2B, that commonality will always be data. What is data collaboration? Why is data collaboration important?

Data 246

Data Intent Data How To Intent 246

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. But not all intent data is created equal. There are many types of intent data, and an array of providers. How Do I Know Which Intent Data is Trustworthy?

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Intent Data Buyer Intent Intent Data 130

Gong.io

SEPTEMBER 1, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. Here’s a quick explanation of how we get our data. For this report, we analyzed 12,282 sales opportunities from 2020 and looked specifically at video — how it’s used and its connection to win rates across SMB and enterprise sales cycles.

Video 152

Video Data Face-to-face Call-back 152

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. 2020: The year of product expansion? The probability of selling to an existing customer is 60–70%.

Loyalty 162

Loyalty Airlines Hotels Hubspot 162

Gong.io

DECEMBER 31, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. We will NOT miss you, 2020. Cause 2020 wasn’t a *total* wash. . Below are seven best-of-the-best tips from 2020 — all backed by data. The data tells us they really are just thinking about it.

Data 96

Data Top of Funnel ROI Video 96

Zoominfo

JULY 29, 2020

To avoid monotony and disconnect, making your cold outreach data-driven puts more focus on customization and personalization. And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. Think: Intent data. — ZoomInfo (@ZoomInfo) March 31, 2020.

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Cold Calling Data Hiring Intent Data 240

Zoominfo

JUNE 27, 2022

The importance of data is undeniable. When you set out to buy a third-party data set, you might assume you should compare based on quantity and cost. often means the vendor with the most records wins and the one offering the highest quality data gets overlooked. But using evaluations like “how many accounts can you provide?”

Data 130

Data Lead Rank B2B Lead Scoring 130

Zoominfo

NOVEMBER 24, 2020

In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike.

Intent Data 130

Intent Data Intent Data Intent Signal 130

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. Tracking target accounts with these buying signals can streamline the selling process for your sales teams with data-driven efficiency. Buyer Intent Data Sources.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Zoominfo

JULY 12, 2021

But without high-quality data to connect them all, many of those tools can essentially turn into empty boxes that fall short of their goals. When layers of data are tightly integrated with software, sales reps and marketers have the most effective way to successfully engage with prospects and find their next buyers.

Data 147

Data Intent Signal Sales Qualified Lead Software 147

Zoominfo

AUGUST 16, 2021

In a world inundated with data and the solutions that promise you the ability to achieve a competitive edge, we’re often left thinking: “How?” Selling points and promises aside, without fully understanding their prospects, companies can amass all the data in the world without actually using it to its full potential.

Intent Data 130

Intent Data Intent Data Buyer Intent 130

Zoominfo

JULY 6, 2020

Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. We explain.

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Top of Funnel Inbound Lead Nurturing Outbound 264

Zoominfo

OCTOBER 5, 2021

billion in 2020 to $33.3 Brands use market intelligence data to guide decision-making in all areas of their businesses, from product development to marketing campaigns to their entire go-to-market strategy. Market intelligence involves two primary data types: external and internal data. billion by 2025.

Data 130

Data Marketing Scale Analysis 130

Zoominfo

JULY 20, 2021

But without high-quality data to connect them all, many of those tools can essentially turn into empty boxes that fall short of their goals. When layers of data are tightly integrated with software, sales reps and marketers have the most effective way to successfully engage with prospects and find their next buyers.

Data 130

Data Intent Signal Sales Qualified Lead Software 130

Nutshell

DECEMBER 5, 2019

With so many events around the world to choose from, we’ve done our best to assemble the 14 most essential sales conferences scheduled for 2020. Keep reading for our list of the 14 must-attend sales conferences of 2020! BOUNDLESS 2020. Host: Nutshell Date: March 6th, 2020 Location: Online/Virtual Ticket cost: Free.

Conference 124

Conference Top of Funnel Networking Hotels 124

The Center for Sales Strategy

MAY 22, 2020

Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.". > Introducing the State of Sales 2020– LinkedIn. - MOTIVATION -. Clement Stone. AROUND THE WEB -. > In their fourth annual LinkedIn State of Sales report, U.S. In their fourth annual LinkedIn State of Sales report, U.S.

Hiring 131

Hiring Sales Talent Trends Report 131

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

Survey 246

Survey Top of Funnel Scale Fashion 246

Chorus.ai

JANUARY 8, 2021

2020 was definitely one for the books. Let’s rewind for a minute and go back to January 2020 when we were reveling in anticipation for the year ahead. The highs of excitement were still strong through February after company kick-offs, and most of us were well on our way to having a great Q1 of 2020… and then we got to March.

Revelation 104

Revelation Analytics SalesForce Exact 104

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. Here are five predictions about how the customer is a strategic focus for B2B companies in 2020. The health of companies’ data will become imperative.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. That was the main message from Founder and CEO of ZoomInfo, Henry Shuck, for the audience at the 2020 SaaStock EMEA conference. Best practices for going to market across Europe. The answer: yes.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Zoominfo

FEBRUARY 26, 2021

You’ve felt the pain too, sales teams struggle to keep up with data entry, quote generation, and other tasks that take them away from selling. The rise of B2B sales automation is directly correlated with the operationalization of data. Automation is perfectly suited to handle these tasks which in turn, increase sales and revenue.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager.

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

Crunchbase

AUGUST 27, 2020

The first half of 2020 has reshaped business globally, but it can be difficult for sales reps and sales leaders to fully understand or address the total impact as they continue to work toward hitting quotas. And even within those thriving businesses, some prospects may be overwhelmed with their workloads. Understanding And Empathy.

Cancellation 108

Cancellation Face-to-face Pivotal Cold Calling 108

Sales Hacker

DECEMBER 7, 2020

This was what CRM vendors Really Simple Systems set to find out in their 2020 Sales Professionals research project. Prospecting for new leads in 2020 – the old and the new. The survey first looked at how salespeople prospected for new leads. It seems that sales prospects will invariably check them once they are contacted.

Research 89

Research Sales Process Lead Rank Lead Scoring 89

Zoominfo

OCTOBER 13, 2022

In 2020, like most businesses around the world, AGL found itself facing a pandemic crossroads. Not only were we looking to prospect into companies located in the United States, but we also decided to start exploring new opportunities for serving industries outside of forest products,” Zambo says.

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

SBI

MAY 28, 2020

Seismic Spring 2020 Release Enhances Sales & Marketing Teams’ Ability to Work Remotely. San Diego, CA (May 28, 2020): Seismic, the industry-leading and award-winning sales enablement platform provider, today announced enhancements to its Seismic Storytelling Platform.

Marketing 96

Marketing Scale Enterprise Enterprise 96

Zoominfo

MAY 7, 2021

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. Challenge #1: Creative Outreach (March 2020). Challenge #2: The $0 Deal (May 2020). Challenge #3: Overcoming the Naysayer (September 2020).

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Closing Commission Licensing Hiring 246

Salesmate

AUGUST 19, 2020

Here is the summary of the awards and recognitions that Salesmate aced in 2020: 1. Software Advice FrontRunners 2020 for CRM category. Salesmate has ranked on the 5th spot in 2020. Contact Management – Amongst the 160 other platforms, GetApp’s annual ranking has placed Salesmate at the 5th spot in 2020.

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Lead Rank Lead Scoring CRM SME 98

The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

Highspot

JANUARY 14, 2020

Be on top of your game by staying informed on these three trends that are already shaping 2020. In 2020, expect to see more sales, marketing, and customer-facing teams uniting under the common goal of providing a world-class customer experience. The post Top Sales Predictions for 2020 appeared first on Highspot.

Face-to-face 76

Face-to-face Sales Enablement Trends Buyer 76

The Pipeline

OCTOBER 23, 2020

. _. Wed, Oct 28, 2020 1:00 PM – 2:00 PM EDT. _. Call reluctance is not new but is losing the propaganda war to less effective means of engaging with prospective buyers. Lack of data-driven leadership. Lack of data-driven leadership. They are either the linchpin or weak link in your prospecting success.

Cold Calling 241

Cold Calling Pipeline System Prospecting 241

Zoominfo

APRIL 30, 2021

“In March 2020, live events were canceled overnight. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. With virtual conferences, prospective attendees are bombarded by sponsors. But there are some caveats to consider.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

InsideSales.com

NOVEMBER 10, 2020

Salespeople instinctively believe there must be an optimal time to reach out and contact prospects. However, the data to support these practices have rarely been systematically observed and rigorously analyzed outside our original Lead Response Study (citation). What Does the Data Say About When To Prospect?

Research 98

Research Prospecting Outbound Construction 98

Sales Hacker

OCTOBER 19, 2020

My data science team decided to put this thinking to the test. This is the first in a series of data science-oriented posts from the data science team at Outreach. They spend their time digging through complex data sets to help sales professionals perform at a higher level. Gather data, and follow where it leads.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103

Sales and Marketing Management

SEPTEMBER 28, 2020

Businesses must take aggressive action to spur an economic bounceback in 2020. to April 2020, the number of active business owners in the United States plunged by 3.3 The CMO Survey for June 2020 observed that 9% of marketing jobs have been lost due to the ongoing crisis. Enhanced Analysis of Customer Data.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

JULY 29, 2020

To avoid monotony and disconnect, making your cold outreach data-driven puts more focus on customization and personalization. And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. Think: Intent data. Why do Sales Cold Calling Scripts Matter?

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Cold Calling Data Hiring Intent Data 100