Zoominfo

MAY 23, 2023

It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions.

Intent Data 130

Intent Data Intent Account Data 130

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. That starts with going after the right accounts that match your ideal customer profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many account based selling teams over-rely on technology to reach their prospects. The goal of account based sales development is to land and expand within named accounts. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

JULY 13, 2017

Then why are so many account based selling teams given revenue targets and let loose? Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process. If they don’t, you lose.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Hubspot Sales

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. In fact, our recent State of Sales research found that 54% of global sales employees say AI has made it easier for them to stay ahead of their competition. Enhance prospecting with AI-driven research tools.

Account 79

Account Lead Rank Lead Scoring Ideal Customer Profile 79

No More Cold Calling

MAY 18, 2017

If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. High-performing account-based sales professionals don’t waste time cold calling, especially not at night or on weekends. How Referrals Work for Account-Based Sales Teams.

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

No More Cold Calling

AUGUST 3, 2017

Sales symptoms are prospecting traps. You’d be surprised how often I hear, “My account based selling team can’t close.”. Closing is the easy part of account based sales development. It’s prospecting that’s hard. Diagnose Your Account Based Sales Development Problem. Closing is never the problem. Seller beware!).

Account 220

Account Closing Sales Qualified Lead Referrals 220

DiscoverOrg Sales

FEBRUARY 27, 2018

Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. In fact, the tech stack isn’t just part of competitive intelligence – it’s the critical heart. In order to target the right prospects with relevant talking points, this information is key. This is part 4.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

No More Cold Calling

JUNE 22, 2017

They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Account-based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then needs to be mapped to the buyers’ processes. Identifying and Focusing on Strategic and Major Accounts.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

No More Cold Calling

JULY 7, 2017

I’m a big baseball fan, and I’ve often pondered how much account based sales reps could learn from the game. Account based selling reps are responsible for scoring meetings, advancing the sales process, and winning deals. Account based selling reps are responsible for scoring meetings, advancing the sales process, and winning deals.

Account 179

Account Referrals Lead Rank Lead Scoring 179

BuzzBoard

FEBRUARY 5, 2024

When applied to sales, generative AI becomes a powerful tool for personalization, enabling salespeople to create highly tailored and relevant content for their outreach and engagement with prospects. Tools can generate hundreds of relevant emails and cadences, social messages, and conversation starters tailored to each prospect.

Competition 52

Competition Scale Social Media Trends 52

Zoominfo

FEBRUARY 15, 2023

Broad economic and societal shifts — amplified by the COVID-19 pandemic and continued technological disruption — are resulting in longer sales cycles, more discerning buyers, intensifying competition, and lingering uncertainty. As a result of this shift, efficient, cost-effective prospecting has become vital.

Survey 130

Survey Prospecting Customer Face-to-face 130

Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. You know the client.

Account 62

Account Survey Analysis Scale 62

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Wiza allows you to export your search and build profiles on your prospects.

Ideal Customer Profile 93

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 93

No More Cold Calling

JUNE 15, 2017

It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. We had a stellar account-based selling team. When my contact, Nancy, delivered the bad news, she told me that the team appreciated the work of our account-based selling team and my professionalism. I knew everyone.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

Zoominfo

OCTOBER 5, 2021

Scenario Prospect firmographics and technographics help you identify who’s a good fit for your solution — but intent data helps you target the right prospects at the right time. Intent data gives your sales teams a leg up on the competition through early visibility to developing opportunities.

Intent Data 100

Intent Data Intent Data Prospecting 100

Janek Performance Group

JULY 25, 2023

As such, they often prioritize new accounts. This makes effective account planning essential. With account planning, you identify and target potential sales opportunities within existing accounts. Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business.

Account 62

Account Decision Maker How To Course 62

Pipeliner

APRIL 18, 2021

Post-COVID, there’s been tremendous emphasis on the many changes that clients and prospects have gone through. But just as new growth blossoms from a burned forest, fresh competition now blooms, challenging you and fighting hard to beat you. What competitive analysis tools and processes are available to help? Or do they?

Competition 98

Competition Analysis Face-to-face ACT 98

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Account 181

Account Revenue Top of Funnel Funnel 181

No More Cold Calling

DECEMBER 7, 2017

The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail? Account based sales reps are only as good as their last deal, as the saying goes.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 130

Account Lead Rank Ideal Customer Profile Decision Maker 130

Sales and Marketing Management

MAY 14, 2017

Author: Senraj Soundar, ConnectLeader Founder and CEO ABM – account based marketing – is the most-talked-about strategy right now in the B2B world. It's not about how many leads you generate,” says Jon Miller, CEO of Engagio, “it’s about are you engaging and building relationships with the right people at the right accounts?”.

Account Based Marketing 176

Account Based Marketing Lead Rank Lead Scoring Account 176

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

No More Cold Calling

NOVEMBER 16, 2017

My name is Stephanie, I’m on an account based selling team, and I’m reaching out on behalf of a growing startup. I probably could have figured that out if she hadn’t sent the email from her Gmail account. Her KPIs, like the KPIs of most account based selling teams, are messed up. Give it a rest, Stephanie.

Up-Sell 179

Up-Sell Account Cold Calling Referrals 179

Pipeliner

OCTOBER 11, 2022

We must know them and account for them. Competitive analysis typically comes in one of two flavors. First, there’s the competitive outlook used in business planning to prove the viability of an initiative. Start with a framework to identify and understand the ten most important competitive focus areas: Facts. Performance.

Competition 52

Competition Face-to-face Sage Analysis 52

No More Cold Calling

MAY 4, 2017

Showing up matters, especially for account-based sales pros—whether it’s showing up in the right place at the right time, showing up to learn, or just showing up to connect. Either way, the goals are the same for account-based sales reps—to develop connections and build relationships. Not for Account-Based Sales!

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

No More Cold Calling

APRIL 6, 2017

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. When sales reps receive referral introductions, they: Score meetings with decision-makers, while the competition is still figuring out how to get in. Spend more time with customers and less time prospecting. Prioritize referrals.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

Zoominfo

MAY 22, 2024

From pinpointing the right prospects to crafting a standout message, it was tedious, time-consuming — and absolutely essential. But there’s a tradeoff: Every hour spent on email takes time away from conversations with qualified prospects or satisfied customers. “We’re We’re in sales. Sell Smarter. Win Faster.

Scale 130

Scale Ideal Customer Profile Intent Signal ACT 130

SBI Growth

FEBRUARY 15, 2014

Your competition has begun to make headway in the account. The competitive battle will always be there. Buyers know more about you and your competition than ever before. How do you keep ahead of the competition? The key is to be on the offensive with an Airtight Competitive Sales Plan. Follow @MikeRiksheim.

Competition 200

Competition Lead Rank Vendor Account 200

Smooth Sale

MARCH 24, 2022

At Your Accounting Firm. NOTE: Our collaborative Blog asks and provides insights on ‘Four Ways To Achieve Greater Success At Your Accounting Firm.’. Accordingly, the tips below apply to accounting firms plus most businesses that desire to learn how to achieve greater success. At Your Accounting Firm. Pexels Image.

Account 78

Account Ideal Customer Profile Hiring Competition 78

Women Sales Pros

JULY 13, 2018

In other words, how does your customer or prospect view your competitor’s strengths and weaknesses? Then use the competitive strategy checklist to make sure you’ve covered all your bases. Competitive Strategy Checklist. Focus most of your time on your customer’s problems and opportunities (versus focusing on your competition).

Competition 105

Competition Decision Maker Analysis Guarantee 105

MTD Sales Training

JANUARY 25, 2012

Every sales person knows that to set yourself apart from your competition is a vital component of your sales process. Here are three powerful ways to help you eliminate your competition so they could ultimately respond with “You had me at hello! Educate the prospect during that first contact. Help them. #3.

Competition 265

Competition Prospecting Hiring Call-back 265

Pipeliner

OCTOBER 25, 2021

Market needs, major account pains , product availability, competitive landscapes, and even the ways in which we communicate and interact with others. And more importantly, what our most important prospects and clients can count on. That’s always been the case in major account sales, though, hasn’t it? They’ve all changed.

Account 98

Account Pivotal Up-Sell Energy 98

Partners in Excellence

AUGUST 16, 2017

Account Based Everything, including Account Based Marketing and Account Based Selling is all the rage. The most fundamental aspect of ABE is that it provides a structured approach to prospecting. In our accounts, just as in our territories, mindset matters. We also know some the culture and operating style.

Account 52

Account Prospecting Territories Account Based Marketing 52

No More Cold Calling

FEBRUARY 16, 2017

Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.

Account 191

Account Strategy Cold Calling Referrals 191