Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. Forrester also predicts that marketing tech budgets will increase from 19% to 25% in 2022.

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. Compare that with your own close rate or your team’s closing percentages. Try it today.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Mr. Inside Sales

JANUARY 2, 2023

Welcome back to the office, how do you feel? In fact, this is also felt in the accounting department, the marketing department, and everywhere else. So, write up your questions, call your prospects, and listen to how best to serve and sell them! Identifying decision makers. Overwhelmed? Under pressure already?

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. It’s not necessary, and perhaps not even wise, to start by talking with the individual who you believe is the ultimate decision maker.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Mr. Inside Sales

NOVEMBER 26, 2022

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Response Four: “I understand; I didn’t expect to catch you in the market right now. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?”.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Sales process efficiency.

Territories 396

Territories Compensation Scale Decision Maker 396

Mr. Inside Sales

JANUARY 31, 2020

It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch.

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

Pointclear

NOVEMBER 13, 2017

The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads.

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Not a cold calling stranger or someone pitching them on LinkedIn. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Zoominfo

MARCH 29, 2023

There’s no doubt about it,” Salesforce president and COO Brian Millham said in a recent earnings call. Cross-Functional Alignment Your go-to-market strategy depends on alignment. Target All the Decision Makers Up Front There are typically six to 10 decision makers in a buying committee.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Apptivo

DECEMBER 21, 2022

Best Marketing Automation Examples. How does Marketing automation help the business? Creating efficient sales and marketing workflows eliminates the need for repetitive tasks. For this reason, businesses require sales and marketing automation, which will enable them to create reports, send messages, gain insights, and more.

Benefit 98

Benefit Marketing Lead Rank Lead Scoring 98

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Decision-makers have become more guarded and discerning. More and more people are involved in decisions.

Decision Maker 62

Decision Maker Face-to-face Pivotal Call-back 62

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., They make more prospecting calls. They make more upsell calls.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. How to Get Past the Gatekeeper When Cold Calling. someone in their sphere/market, or someone who works for a bigger brand name).

Gatekeeper 130

Gatekeeper Decision Maker How To Cold Calling 130

Mr. Inside Sales

JULY 17, 2020

Start using this email response the next time you get the email above: Hi {first name}, Thank you so much for getting back with me, and no worries! I should let you reach back to me if and when there is further interest. I should stay in touch and reach back in a few months. Happy selling!

Face-to-face 187

Face-to-face Gatekeeper Call-back Decision Maker 187

Mr. Inside Sales

APRIL 8, 2022

This objection—like all others—is a perfect one to script an effective response to, and here is one of my favorites: Objection: “We’re happy with who we’re using” (Or any variation like, “We’re all set”): Response: “That’s perfectly OK; I didn’t expect you to be in the market today. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

No More Cold Calling

JANUARY 24, 2019

Have you ever met a salesperson who enjoyed cold calling? How about a buyer who enjoyed receiving cold calls? Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 Cold calling doesn’t address the top two challenges that sales teams face. What about “warm calls”?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

MARCH 4, 2021

You want to be on top in your market, but it’s more difficult when you’re pitted against enterprises. Cold calling — or really any form of cold outreach. Find out more about cold outreach for lead gen — 9 Cold Calling Tips to Generate More Leads. Why is Lead Generation Important for SMBs?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Mr. Inside Sales

MAY 22, 2021

One of the companies does it the best, and it’s no secret why: They aggressively market across all appropriate and available opportunities; They have the largest staff of inside sales appointment setters (while the majority of the other companies don’t have any!) Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Zoominfo

MAY 21, 2020

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. Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). When your prospect is a decision-maker.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Mr. Inside Sales

DECEMBER 4, 2020

If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling. Let me ask you…”.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Sales Training Advice

SEPTEMBER 30, 2011

Selling to C-level decision makers is challenging even at the best of times. C-level decision makers are paid to improve their business results. C-level decision makers deal with changing priorities. C-level decision makers are extremely busy. C-level decision makers rely on others.

Decision Maker 91

Decision Maker Face-to-face Call-back Loyalty 91

No More Cold Calling

JULY 20, 2017

Today, they’re even more important—and more powerful—than they were back then. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. But why waste valuable sales time with a cold outreach when a referred salesperson is a welcome call?

Account 285

Account Referrals Lead Generation Cold Calling 285

Hubspot Sales

JANUARY 7, 2024

Overuse will make you sound like you’re back in high school, and decrease the likelihood of prospects taking you seriously. But there’s a good way and a bad way to find out who a decision-maker is. For example, a HubSpot sales rep would ask prospects if they were familiar with inbound marketing or inbound sales.

Hubspot 117

Hubspot Buyer Decision Maker Inbound 117

The Pipeline

SEPTEMBER 24, 2019

Not an artificial view of the market designed to favor our product. Often the gap on alignment is less about a market view. Engaging with senior members of a meaningful decision team, you’re looking to convince requires alignment. By making them look back to things they’ve resolved. Buyers Done.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Sound familiar?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Zoominfo

JULY 13, 2023

Winback Winbacks are some of the most challenging scenarios for account management teams to navigate, but with the proper tactics in place, you can greatly increase the likelihood of winning back lost accounts. The reality is I can’t be present for every live call or listen to the recording for every call — it’s simply not scalable.

Strategy 130

Strategy Customer Hiring How To 130

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong. If you could wave a magic wand and change two things about your online marketing, what would they be?”. Wait and respond accordingly—engage!].

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Mr. Inside Sales

JUNE 19, 2020

Here are several new email openings you should begin using now: Email #1: Subject Line: {first name}, getting back to business. Dear {first name}, If you’re like most of our clients, you are finally getting back to work—and that’s a good thing! Your email greeting needs to reflect that urgency…. And we can help!

Face-to-face 158

Face-to-face Gatekeeper Call-back Decision Maker 158

Mr. Inside Sales

NOVEMBER 2, 2020

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Response #2: “I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me!

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

Zoominfo

FEBRUARY 17, 2021

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

No More Cold Calling

DECEMBER 14, 2017

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained to me that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. Get Back to Basics. I had heard enough.

Account 228

Account Face-to-face Decision Maker Social Media 228

Pointclear

APRIL 24, 2018

How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. times more likely to respond to a quality multi-touch campaign (calls, voicemails, emails, and in some cases direct mail) than are their direct reports.

Lead Rank 140

Lead Rank Lead Scoring Direct Mail Marketing 140

Sales and Marketing Management

DECEMBER 22, 2019

Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. As it stands, only 20% of salespeople are prepared to offer any real value during a sales call. Think of it as a seamless hand-off between a person in the seller’s network and a decision maker at a company.

Decision Maker 240

Decision Maker Demographics Face-to-face Call-back 240