DiscoverOrg Sales

APRIL 19, 2018

But don’t forget about your sales territory plan. In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Why is sales territory planning important? Without proper sales territory planning, how do you know where your sales reps should focus their time?

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Zoominfo

MAY 11, 2020

But don’t forget about your sales territory plan. What is a Sales Territory Plan? A sales territory refers to a geographical location that is assigned to a specific sales rep or sales team, for the purpose of targeting prospects within that area. Why is Sales Territory Planning Important?

Territories 100

Territories Outsourcing Services Buyer Ideal Customer Profile 100

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Zoominfo

SEPTEMBER 25, 2019

5 Unique B2B Direct Mail Campaigns from Topline Film. As a video production company that sells to other businesses, we have been doing B2B outreach for almost a decade. We sent packages to 50 of our top prospects, with each package containing a mini-toolbox. We sent this guide to 30 individual prospects. Keep reading!

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

Zoominfo

JANUARY 12, 2023

As a data privacy specialist in the UK, I often hear this question from customers and prospects: “How do we remain compliant as we expand into new regions?” If you’re operating in the UK or looking to expand into this territory, you need to understand three key privacy laws.

Data 130

Data B2B Government ACT 130

Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. They are building out a new territory so they need people to contact. The skinny on prospect lists is that one size does not fit all. I highly recommend doing so, if you’re considering spending any decent cash (or time) on a prospect list.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Zoominfo

JULY 28, 2022

In an ideal world, B2B revenue teams would run with lightning-fast lead response times, streamlined operations, and an aligned sales and marketing team. Account-based territory lead routing capabilities, along with parent-child relationship mapping, are critical to its revenue strategy. But can all of that be possible at the same time?

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Sales 2.0

MAY 1, 2023

Disrupting the traditional sales model Scott sees AI disrupting some traditional sales models like geographic territories. It’s not all about scale Some of the biggest opportunities for using AI may not be the obvious ones being talked about now, like having ChatGPT write 100 prospecting emails in 3 minutes.

Scale 221

Scale Top of Funnel Territories Sales 221

Score More Sales

MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. If assigned a vertical territory of financial services I would do several things right away: look at who my existing and past customers in financial services are. Look Socially. Close More Deals.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

DiscoverOrg Sales

OCTOBER 27, 2016

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Score More Sales

JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. read the related post “The Power of Trusts in B2B Selling” here ). Close More Deals.

Prospecting 222

Prospecting Education Territories B2B 222

Anthony Iannarino

JANUARY 24, 2020

To obtain that commitment, you must prospect. You might ask yourself, “How do I prospect more effectively?” You make prospecting easier when you have a framework and a strategy that produces results. Here is what you need to prospect effectively in B2B sales. Start Your Prospecting with a Plan.

Prospecting 113

Prospecting Campaigns Harvest Lead Rank 113

Zoominfo

DECEMBER 16, 2020

Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management. ZoomInfo Salesforce Sync for Territory Management.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Zoominfo

SEPTEMBER 25, 2019

5 Unique B2B Direct Mail Campaigns from Topline Film As a video production company that sells to other businesses, we have been doing B2B outreach for almost a decade. We sent packages to 50 of our top prospects, with each package containing a mini-toolbox. We sent this guide to 30 individual prospects. Keep reading!

Direct Mail 100

Direct Mail Paid Content Campaigns Examples 100

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. In B2B sales, it’s time. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

Anthony Iannarino

JANUARY 29, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. In larger, complex, consultative B2B sales, the decision is all but certain to require consensus.

Competition 95

Competition B2B Face-to-face eBook 95

Zoominfo

JULY 19, 2022

ZoomInfo customers who use AWS can now receive ZoomInfo’s industry-leading B2B data directly in Amazon Simple Storage Service (S3), significantly improving data quality while eliminating the time-consuming process of cleaning datasets by hand. For many teams, managing data quality remains an obstacle that demands significant staff time.

Data 130

Data Marketing Lead Rank Ideal Customer Profile 130

The Pipeline

JANUARY 23, 2013

There are some lessons here for B2B sales people as well. Consider your pipeline as your inventory of prospects and opportunities, add to that the notion of time representing your shelf space, both finite, both needing active management. As such, applying the concept of inventory clearance could be very beneficial for B2B sellers.

B2B 244

B2B Margin Retail Pipeline 244

LeadIQ B2B Sales Prospecting

SEPTEMBER 24, 2021

Say goodbye to data privacy and territory management challenges with LeadIQ's latest feature releases! Now you can customize settings to ensure compliance and align teams to meet outreach guidelines.

Territories 52

Territories Data Guidelines Meeting 52

Pointclear

JUNE 4, 2018

There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. The fact is, insourcing tele-prospecting is harder, and more expensive, than most imagine. Generates More.” The misconception that building an internal team gives you more control and costs less is widespread.

Outsourcing Services 140

Outsourcing Services Revenue Prospecting Inside Sales 140

Zoominfo

MARCH 5, 2019

As the number of B2B technology vendors continues to grow at an unprecedented rate, the modern technology stack is in a constant state of evolution. The 2019 State of Technographics Report for B2B Sales Organizations [Infographic]. The Current State of Technographics: The 2019 Technographic Data Report for B2B Sales Organizations.

B2B 180

B2B Territories Report Vendor 180

Crunchbase

JANUARY 22, 2020

According to sources, SDRs should spend up to 90% of their daily activities sales prospecting. While prospecting remains one of the more tedious activities of a salesperson’s day, sourcing new leads is a crucial part of becoming a stellar sales rep. Build an Ideal Customer Profile Search (ICP) and discover new accounts.

Ideal Customer Profile 77

Ideal Customer Profile Prospecting Decision Maker Segment 77

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. According to recent research , companies that target active prospects with timely, relevant outreach can generate twice as many opportunities. ndrew Gilman, Head of Marketing, NWN Corporation. Industry News.

Engineering 74

Engineering Territories Opportunity Intent 74

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. A big win for your sales team would be to find more prospective customers and start listening to what they are saying.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. The Pipeline Renbor Sales Solutions Inc.s Tibor Shanto.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Sales Intelligence? How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

Anthony Iannarino

JANUARY 31, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. In larger, complex, consultative B2B sales, the decision is all but certain to require consensus.

Competition 69

Competition B2B Face-to-face eBook 69

Crunchbase

MAY 18, 2023

They must do more with less and move quickly to close deals at a time when the B2B sales cycle has slowed. According to Demand Gen Report ‘s 2022 B2B Buyer Behavior Survey , 55% of buyers say their purchasing timelines have grown, while 82% of sales professionals have had to adapt quickly to new ways of selling.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

Anthony Iannarino

MAY 7, 2020

There is no chance that they don’t move the business, and you are confident you are going to displace your rival in your territory. The problems this prospective client is experiencing looks like a case study for your company’s value proposition. Execute your best sales calls with this free sales call planner! Download Now.

B2B 90

B2B How To Case Study Territories 90

SBI

MARCH 15, 2018

Derek: At Dun & Bradstreet, we are seeing that B2B relationships are growing increasingly complex and that access to accurate data is critical to driving growth. Our company profiles enable more informed conversations and meaningful engagement with customers and prospects. Derek: Getting started is easy.

Hoovers 139

Hoovers Pipeline Data B2B 139