DiscoverOrg Sales

JANUARY 2, 2019

Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. Prediction #2: B2B Intent Data will (start to) go mainstream. We’ve been big on Intent data for years , through our partnership with Bombora. The use case for Intent Data.

Data 196

Data Intent Data Intent Customer 196

Zoominfo

SEPTEMBER 5, 2023

Combining historical sales patterns and customer profile data with external signals — economic indicators, news and survey data, and buyer intent — results in improved forecasts grounded in both past performance and current market conditions.

Lead Rank 130

Lead Rank Data Marketing Segment 130

A Sales Guy

DECEMBER 13, 2012

What I haven’t talked a lot about is protecting the base or preventing churn. Churn is becoming increasingly important. I saw this post on churn by Kissmetrics the other day and was considering responding to it, but as I read it again, there is NOTHING I could add. When customers leave it’s painful and expensive.

Churn 113

Churn Engineering Cancellation Microsoft 113

Sales and Marketing Management

MAY 15, 2020

Instead, enter conversations with the intention of building relationships with your prospects, being mindful of their realities and their evolving needs so that you foster their loyalty and forge connections that you can act on post-pandemic. Learn To Turn Churn. This doesn’t mean you should pause all outreach.

Loyalty 296

Loyalty Cancellation Churn Demographics 296

Zoominfo

SEPTEMBER 29, 2021

For example, intent data can help sales representatives send automated prospecting and follow-up emails, while firmographic data is helpful for sales operations teams that need to more effectively route leads to their sales team. Intent data Intent indicates what key stakeholders at a good-fit account are interested in.

Sales Automation 100

Sales Automation Data Intent Data Lead Rank 100

Sales Hacker

MARCH 8, 2024

Leveraging partnerships in onboarding Shortening the time to value (TTV) for customers can boost retention and reduce churn. More for your eyeballs: Demandbase launched a new Intent Data Preview. Now you can sample their intent data based on selected filters and see how powerful it is for targeting ads and creating tailored messaging.

Lead Rank 97

Lead Rank Referrals Lead Scoring Ideal Customer Profile 97

Zoominfo

APRIL 9, 2024

Many marketers and frontline salespeople are turning to real-time intent data as a competitive edge in their pursuit of strong leads and motivated buyers. Having a sophisticated range of intent data available from a single source of truth can be a powerful advantage.

Intent Data 130

Intent Data Intent Data Intent Signal 130

Sales Hacker

OCTOBER 13, 2023

ELG-sourced customers are 58% less likely to churn. Alex Poulos , CMO of Crossbeam , shared that the marketing play for this motion is to create Ecosystem-Qualified Leads (EQLs) – pull EQLs/EQAs based on your unique second-party ecosystem data that combine intent, relationship, and behavioral signals.

Conference 101

Conference Demand Generation Targets Account Based Marketing Scale 101

SalesHandy

MARCH 6, 2021

The challenge for sales is then to only focus on intent-rich leads, which is where you need to know them better. Sales qualifying questions help you gather information from your prospects, which later helps you filter out high intent leads. . When new leads are generated and added to your sales pipeline, not all of them convert.

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring Leads 98

Hubspot Sales

MARCH 9, 2021

In some cases, a business might be interested in maximizing short-term profit, acquiring users without being too mindful of potential churn down the line. Or, a company will make long-term profit their objective — In which case, it will price with more careful intention. Increasing Sales Volume. Matching Competitors' Prices.

Objections 131

Objections Maximizer Retention Intent 131

Zoominfo

JULY 13, 2023

You might also start seeing intent signals that show that an existing customer is looking for a new product your company offers. Some of the best tactics we use for winback conversations are contacting external moves , and a specific play to win back churned customers. Next up is enablement.

Strategy 130

Strategy Customer Hiring How To 130

Zoominfo

AUGUST 31, 2020

Consider these points: Key metrics : Customer churn and attrition rate, customer retention rate, lifetime value of a buyer (how much revenue a customer brings in the long term), and Net Promoter Score (a range that measures a customer’s experience with a product). Technology : Sales intelligence platforms and buyer intent software.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

SugarCRM

DECEMBER 20, 2022

A good ABM solution is able to cross reference current product use and divisions in an organization and then monitor intent for activity outside of this. A good ABM solution is able to cross reference current product use and divisions in an organization and then monitor intent for activity outside of this. Pipeline Aircover.

Account Based Marketing 48

Account Based Marketing CRM Lead Rank Data 48

SalesHandy

MAY 6, 2021

So they aren’t in a position to judge their intent until there are enough data points that prove otherwise. Similarly, for inbound lead generation, find topics that appeal to your Ideal Customer’s intent to buy. Cover these topics in a way that help materialize qualified leads’ intent. Define Your Ideal Customer Profile.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

LeadFuze

JANUARY 2, 2024

Twinword, for instance, has stepped up its game by incorporating machine learning to predict user intent behind searches—a leap forward from basic suggestions based on seed keywords alone. They analyze user intent, serve up juicy search terms, and craft content that sails straight to conversion shores.

Research 52

Research Tools Cost Per Click Lead Rank 52

Zoominfo

JUNE 14, 2021

I’m on a call with Bryan Tunick, a ZoomInfo sales team lead, and he is trying (admirably, but without much luck) to explain to me how our ZoomInfo Intent works. Then he switches to ZoomInfo, opens up Intent, and runs a search on the Bill and Melinda Gates Foundation. What is ZoomInfo Intent? Well, that seems lucky, I think.

Intent 130

Intent Benefit Intent Signal Churn 130

Zoominfo

JUNE 14, 2021

I’m on a call with Bryan Tunick, a ZoomInfo sales team lead, and he is trying (admirably, but without much luck) to explain to me how our ZoomInfo Intent works. Then he switches to ZoomInfo, opens up Intent, and runs a search on the Bill and Melinda Gates Foundation. What is ZoomInfo Intent? Well, that seems lucky, I think.

Intent 130

Intent Benefit Intent Signal Churn 130

Zoominfo

JUNE 28, 2023

In order to truly deliver on the promise of a new go-to-market strategy, your team needs to be intentional in your focus. Churn Rate: The churn rate shows how many customers you lose during a given period. This is more common to track if you have a payment model where customers make payments every month instead of in a lump sum.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

DiscoverOrg Sales

OCTOBER 3, 2018

… But if those accounts churn, or if they’re not ideal for your business, that’s a problem. Intent data. Engagio is doing a lot around intent data. “We think about the customer, beginning to end,” Bullock says, “but in a lot of cases, we don’t always set up the business for success. So be prepared.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

SugarCRM

JUNE 7, 2022

The addition of sentiment analysis empowers sales reps to know each customer and prospect emotional state and intent, driving emphatic engagement. By providing teams with an understanding of intent, sales can be prompted to the next best action (e.g., SugarLive for Better Customer Communication.

CRM 48

CRM Lead Nurturing Intent Engineering 48

SBI

AUGUST 7, 2018

Would you like a treasure trove of insight into the buying intentions within your accounts? The solution quickly gets them back on the route to success. Account data can be used to massively accelerate time to value for salespeople by helping them understand what buyers are interested in and how to best engage with them.

Lead Rank 95

Lead Rank Company Collateral Lead Scoring 95

Mereo

APRIL 25, 2024

Why did subscription customers churn / renew? Your teams can identify outlying data, isolate patterns and uncover relationships between different outcomes to drive more-confident decisions ahead with less trial and error. What explains this good / poor performance of a new product? Why did YoY sales numbers drop / rise?

Data 41

Data Lead Rank Analysis Lead Scoring 41

Zoominfo

AUGUST 31, 2020

Consider these points: Key metrics : Customer churn and attrition rate, customer retention rate, lifetime value of a buyer (how much revenue a customer brings in the long term), and Net Promoter Score (a range that measures a customer’s experience with a product). Technology : Sales intelligence platforms and buyer intent software.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Sales Hacker

JULY 21, 2023

When it comes to outbounding, you want to look at more of a warm outbound, which is the informed outbound where you’re leveraging Intent data tools like Bombora or Six Sense. Or if you have Zoominfo, they also have an Intent piece, there’s just so much access to information to be able to get insights these days.

Outbound 52

Outbound Strategy Scale Intent Data 52

SugarCRM

DECEMBER 1, 2022

Similarly, companies that fail to establish high-definition customer experiences are encountering increasing levels of customer churn. Once the data is collected, organizations can use AI to interpret it to help predict customer retention rate or ‘churn’ and trigger proactive actions to retain profitable customers.

Customer 26

Customer Churn How To Lead Rank 26

SalesLoft

OCTOBER 26, 2023

Customer churn is a big problem for SaaS companies because it impacts so many different parts of the business. And while it’s natural for a certain percentage of customers to churn during a specific period, a higher turnover rate can cause panic. I see this as a big challenge in reducing churn rate.

Churn 52

Churn Vendor Account Decision Maker 52

Zoominfo

FEBRUARY 13, 2020

’ … But if those accounts churn, or if they’re not ideal for your business, that’s a problem. Intent Data “Engagio is doing a lot around intent data. But in a lot of cases, we don’t always set up the business for success. So we have to think about the entire process, not just acquisition.

Marketing 100

Marketing Intent Data Webinar Metrics Face-to-face 100

Sales Hacker

JANUARY 20, 2021

Marketing is responsible for campaigns that are focused on up to 500 industry accounts and on account clusters where prospects display similar intent signals, have similar characteristics, and are in the similar buying stage. However, many ABM organizations are not setting up their ABM programs in a way where collaboration is required.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

LeadFuze

DECEMBER 31, 2021

You need to consider everything holistically: website to trial user, trial user to paid plan, active trial users, short-term churn, long-term churn, and more. A high visitor-to-trial CVR ultimately doesnt mean a thing if youre not vigorously working to increase the other metrics and decrease churn. Send them email until they do.

Conversion 52

Conversion Lead Rank Lead Scoring How To 52

Close.io

AUGUST 30, 2019

However, trying to qualify and quantify the value that the user gets from the product is the best way to understand her/his intent on a product level. The name of that problem is churn. According to ProfitWell, “churn strongly correlates with company age.” Image source: ProfitWell. Downloading free content.

Top of Funnel 90

Top of Funnel Lead Rank Marketing Sales Qualified Lead 90

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. of total results, many service and technology firms are challenged with customer churn. But then things change.

Account Based Marketing 82

Account Based Marketing Top of Funnel Ideal Customer Profile Account 82

InsightSquared

FEBRUARY 26, 2020

Increasing the amount of data in a CRM isn’t about building the most robust storage repository, it’s about being able to see the true state of deals to ensure your marketing programs are on track, you’re forecasting accurately, and your ahead of renewals and churn. The intent here is to make sure you have expertise in these four areas.

Scale 71

Scale Webinar Metrics Churn CRM 71

Sales Hacker

NOVEMBER 2, 2017

You need to consider everything holistically: website to trial user, trial user to paid plan, active trial users, short-term churn, long-term churn, and more. A high visitor-to-trial CVR ultimately doesn’t mean a thing if you’re not vigorously working to increase the other metrics and decrease churn.

Lead Rank 103

Lead Rank Churn Customer Segment 103

Chorus.ai

OCTOBER 27, 2020

So, if your clients trust you to support them in this time of need, they’ll be more likely to stick with you — and that maintains your MRR and reduces churn. The tricky truth is that reps may act unethically without any malicious intent. Get the Insights to Inform Your GTM Strategy. Subscribe to The Weekly Briefing.

Lead Rank 62

Lead Rank Churn Lead Scoring Follow-up 62

SalesHandy

AUGUST 3, 2020

These leads often carry with the intent to purchase, hence making your marketing asset a magnet for these leads. It keeps your content assets competitive and churning out more leads for your clients. Attract leads with higher intent. It’s challenging to know specifically what these high intent leads might be looking for.

Lead Generation 111

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 111

Sales Hacker

OCTOBER 19, 2022

Bigger strategic lifts require more intention. Record-breaking churn and OTEs. “Whether the company isn’t hitting their forecasts, or sales reps are over or underperforming, it’s very easy for a CEO to say ‘change the comp plan.’”. Compensation is the caboose, not the engine. Strategy is the engine. Strategy is the engine.

Compensation 98

Compensation Lead Rank Commission Engineering 98

Mereo

NOVEMBER 4, 2021

The best bet is to group these and get involved in the discussions with your customer success managers and sales professionals to understand the game plan to turn these potential churn customers into renewing happy customers. The battle might be tough, but it should not be considered lost. Elevate Your Subscription Service.

Lead Rank 45

Lead Rank Lead Scoring Customer Churn 45