Zoominfo

FEBRUARY 5, 2021

The key to a great sale is to identify your decision makers – learn how data can help. PRO TIP: Ask about the decision-makers. As they get closer to making the decision, the prospect might demand more proof that the product is the right fit. link] — ZoomInfo (@ZoomInfo) January 20, 2021.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Lead411

SEPTEMBER 19, 2023

While several email finder tools exist, Lead411 stands out as the top choice for B2B sales. In this article, we’ll explore why Lead411 is the best option and discuss alternative tools like ZoomInfo, Apollo.io, Seamless.ai, Uplead.com, and SalesIntel.io, highlighting their drawbacks in comparison. However, Seamless.ai

B2B 98

B2B Leads Marketing Qualified Lead Lead Generation 98

SBI Growth

NOVEMBER 6, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Generates meetings with decision makers inside of your target prospects. BPM’s are a sales tool that maps the decision-making process used to purchase a product or service. Social Prospecting Guidance. Buyer Process Maps.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Zoominfo

FEBRUARY 5, 2021

The key to a great sale is to identify your decision makers – learn how data can help. PRO TIP: Ask about the decision-makers. As they get closer to making the decision, the prospect might demand more proof that the product is the right fit. Is there more than one? Here’s where the rubber meets the road.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. One powerful example of this is the research phase — a stage in which buyers will often spend the equivalent of an entire workweek making purchasing decisions.

Intent Data 105

Intent Data Buyer Intent Intent Top of Funnel 105

Zoominfo

APRIL 24, 2020

We know, according to ZoomInfo data, as of the end of March, most small businesses still lacked critical tools to enable team collaboration and web conferencing in remote working conditions. It doesn’t look like hiring was on many decision-makers’ minds either. So, what were businesses focusing their efforts on? Glad you asked!

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

BuzzBoard

JANUARY 25, 2024

They present a performance overview, enabling decision-makers at digital marketing agencies to make necessary adjustments. Using this formula, ROI can be expressed as a percentage, simplifying comparisons against other investments or business opportunities. These tools are essential in determining the return on investment (ROI).

Small Business 52

Small Business Small Business ROI Marketing 52

Zoominfo

JANUARY 31, 2023

Today’s sales teams have the ability to use tools that would simply blow the mind of someone who first came up in the industry just 10 years ago. What happens next depends on the tool you’re using. And this is where next-generation tools like ZoomInfo start to immediately carry your sales team, adding hours to your day.

Hiring 130

Hiring Sales Qualified Lead Software Software 130

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

Zoominfo

OCTOBER 15, 2020

And, just three weeks ago, G2 Crowd honored ZoomInfo as the leader in “Buyer Intent Data Tools” thanks to reviews and feedback submitted by our customers. That association brings with it all the tools and integrations that we have already built for sales and marketing professionals.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

The ROI Guy

NOVEMBER 7, 2017

Think diagnostic assessments, benchmarking tools, solution prescriptions, and ROI / TCO calculators. These Interactive tools provide prospects with a personalized assessment, analysis and content in real-time based on intelligent prompts and responses. But its not just the buyer who gains insights.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

Closer's Coffee

APRIL 23, 2020

We know this debate doesn’t rise to the level of the MJ vs. Kobe vs. LeBron comparisons you’ve likely argued at one point or another, but sales is a competitive environment and we liked the challenge of shedding some light on the debate based on our observations. Small number of decision-makers (1-3). Inside Sales Reps.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

SalesHandy

MAY 6, 2021

Instead of travelling physically to pitch and sell the products, inside sales teams utilize a set of software tools. These tools, along with documented processes help facilitate the same tasks over online channels. These include the likes of emails, CRMs, sales engagement platforms, video conferencing tools, etc.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Product Management University

MARCH 21, 2023

The whole point of creating a sales playbook is to give your sales team “situational sales tools” that make them highly effective in every part of the sales process. A sales playbook is a collection of sales tools that help salespeople usher buyers through the sales process with simplicity and greater credibility.

Comparison 52

Comparison Sales Methodology Buyer Decision Maker 52

The ROI Guy

AUGUST 28, 2017

When asked what they would like instead, the research indicates: 95% of buyers want more benchmarking insights to help measure effectiveness against industry standards and compare to peers 81% of buyers want benchmarking tools to guide future investments. Executives are seeking a 3 rd party view on how their doing.

Conversion 49

Conversion Comparison Scale Decision Maker 49

PandaDoc

AUGUST 29, 2022

Some tools offer a bulk application feature, but you must be very cautious with such actions so as not to overlook something important. As a result, email is still the most popular contract routing tool. Identify decision makers in advance. Then, analyze them to define the largest set of possible decision makers.

Negotiation 98

Negotiation Decision Maker How To Face-to-face 98

SalesProInsider

FEBRUARY 2, 2022

I recently had a referral and was pleasantly surprised that one of the key decision-makers was somebody I’ve worked with in the past. As we continued through the sales process, it became obvious that they primarily wanted a proposal from me for comparison to show their Board of Directors.

Benefit 125

Benefit Hiring Sales Qualified Lead Proposal 125

Sales and Marketing Management

MARCH 26, 2018

With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. On the flip side, if the salesperson showed up to the meeting fully prepared having read his previous colleague’s CRM notes, the decision-maker would be happy to have a meeting.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

The ROI Guy

AUGUST 3, 2018

Move beyond price comparisons, to quantify the total cost of ownership (TCO) savings from competitive offerings? This is exactly what Commvault did for their Hyperscale backup solution, working with Alinean to develop the Backup TCO Assessment tool. Quantify what these business value advantages could mean?

Competition 45

Competition Comparison Decision Maker How To 45

Pipeline

APRIL 1, 2024

Make a list of companies that fit the image closely, identify their decision makers, and acquire their contact information. You can even create custom data points and generate comparison charts to see which sources bring you the best leads. Assess customer data and market trends to lay down the attributes of your ideal customer.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Sales Hacker

MARCH 5, 2021

Research by McKinsey confirms that today’s decision-makers will, in their ideal post-pandemic world, continue to research and make purchase decisions remotely. As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. The remote sales landscape is getting stuffy.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Crunchbase

JANUARY 13, 2023

Today’s average B2B buyer is typically more than halfway through the sales funnel before interacting with a rep, having done their own market research, competitive analysis and price comparisons online. Out with tried-and-true relationship-based buying, in with processes-driven buying. Meet buyers where they are.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Highspot

DECEMBER 5, 2023

Identify each stage a decision-maker goes through in the sales funnel, from awareness to consideration and decision, and tailor your sales steps accordingly. This includes understanding each step, the tools to be used, and the skills required to execute. Pinpoint what you and the buyer aim to achieve at each step.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

LeadBoxer

AUGUST 29, 2021

Hikers and campers looking to purchase a new mattress pad might consult a comparison guide on REI ’s blog before hitting the “add to cart” button. The 2019 Edelman-LinkedIn B2B Thought Leadership Impact Study found that 55% of decision-makers use thought leadership as a way to vet potential vendors before agreeing to work with them.

Webinar Metrics 52

Webinar Metrics Case Study Sales Qualified Lead Decision Maker 52

Zoominfo

APRIL 24, 2020

We know, according to ZoomInfo data, as of the end of March, most small businesses still lacked critical tools to enable team collaboration and web conferencing in remote working conditions. It doesn’t look like hiring was on many decision-makers’ minds either. So, what were businesses focusing their efforts on? Glad you asked!

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

Hubspot Sales

JUNE 8, 2020

Well, content has become more important than ever for B2B buyers and decision-makers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. Sales collateral for the Decision Stage includes: Pricing guides. But that’s not all.

Collateral 101

Collateral Case Study Retention Hubspot 101

The ROI Guy

APRIL 26, 2016

FIS chose Alinean to quickly develop an interactive assessment tool and have it in time for the worldwide kickoff of the event series. The FIS Fintech 2020 assessment tool helps reps learn about each prospect’s challenges, obtain sentiment on future trends, and compare responses with benchmarks from prior participants.

Comparison 40

Comparison Decision Maker Travel Trends 40

The ROI Guy

MARCH 8, 2010

This got me to thinking about our own interactive sales and marketing tools and how they meet this criteria of B2B content marketing importance. Without these tools, it could take months to build your own assessment, business case or cost comparison. How important are these "time to result" tools?

Tools 40

Tools Sales Tools Comparison Decision Maker 40

Highspot

DECEMBER 19, 2023

6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders. When they are equipped with tools and resources to do their job, the business will experience increased conversion rates, higher revenue, and more successful sales outcomes.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

LeadBoxer

MAY 30, 2021

In B2B sales, you’re likely to deal with several decision-makers within one company. In fact, salespeople engaged in B2B sales will need to work with an average of seven decision-makers. Typically, the B2B sales and relationship-building processes take more time in comparison to B2C.

Lead Rank 82

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 82

Partners in Excellence

DECEMBER 4, 2018

But it’s not the fault of the tool, but how we exploit–or fail to exploit the promise of the tool. We mis-apply it, using it as a crutch, not a tool, in effect, dumbing down our sales organizations. We have technology vendors selling great technology very poorly. ” “Are you the decision-maker?”

Revenue 84

Revenue Tools Vendor Decision Maker 84

Hubspot Sales

APRIL 12, 2018

The findings show high performance results correlate with good team communication, excellent execution, and adoption of the right tools for the right sales environment. SDRs viewed LinkedIn as a research tool more than anything else (64%). For comparison, blended teams set an average of 61% more appointments than outbound teams alone.

Data 86

Data Lead Rank Outbound Inbound 86

SalesHandy

APRIL 20, 2021

But apart from that, sales leads will also come up with these questions or objections to help them negotiate a better deal, measure for product-fit, and help convince their senior management or decision-makers. They probably are the users of your product, but don’t own the budget for new tools and products.

Objections 75

Objections How To Discount Decision Maker 75

The ROI Guy

AUGUST 26, 2011

Gaining access to executive decision makers 4. Getting involved earlier in the customer's decision making process 5. Building a financial case (ROI) for the decision maker. Develop a ‘value calculator’ tool to document actual value created 2. Build a financial case (ROI) for the decision maker 3.

Decision Maker 74

Decision Maker Face-to-face ROI Proposal 74

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45