SBI Growth

NOVEMBER 14, 2023

Some of the research that SBI has done this year highlights a trend of sales cycles getting longer and deal sizes getting smaller. This can be attributed partially to customers and prospects having more stakeholders involved in any buying decision—combined with tendencies for more conservative buying behaviors in 2023.

Customer 177

Customer Strategy Marketing Sales Cycle 177

Zoominfo

FEBRUARY 5, 2018

Prepare for your sales conversations with better prospect research. Why is prospect research critical to the sales process? Prospect research is critical to personalizing and delivering a successful sales pitch. Looking at these numbers, it’s clear why prospect research is so important.

Research 113

Research Prospecting Face-to-face B2B 113

Lead411

AUGUST 31, 2020

Do you research the company so you can put your best foot forward? Here is a list of things you should be checking into before reaching out to learn more about your inbound prospect. Who are their customers and what value do they provide? Who are their customers and what value do they provide? […].

Inbound 83

Inbound Research Prospecting Lead Rank 83

Zoominfo

FEBRUARY 5, 2018

Prepare for your sales conversations with better sales prospect research. Why Is Sales Prospect Research Important? Prospect research is critical to personalizing and delivering a successful sales pitch. Looking at these numbers, it’s clear why prospect research is so important.

Research 100

Research Prospecting Face-to-face Remedy 100

MTD Sales Training

OCTOBER 12, 2018

‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’. We’ve all heard that pre-call research is important, so it doesn’t sound like a scripted pitch you’ve made 146 times before. Pre-call research is expected these days, especially with busy, time-poor decision-makers.

Research 218

Research Decision Maker Face-to-face Call-back 218

Partners in Excellence

JULY 21, 2023

I, and others, cite data about customers. Several years ago, Gartner started publishing data on customer preferring “Rep-free” buying experiences. Several years ago, Gartner started publishing data on customer preferring “Rep-free” buying experiences. Customers are and need to buy!

Customer 75

Customer Prospecting Revelation Trade Show 75

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. This makes qualification essential to drive revenue growth, optimize resource allocation, and foster long-term customer relationships. There, we looked at key indicators to assess before passing prospects to sales.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important? Which is why actually identifying these pain points often requires putting yourself in your customers’ shoes.

B2B 277

B2B Intent Signal Customer How To 277

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. Let’s get into it! Check it out! It’s free!

Research 233

Research B2B Tools Company 233

BuzzBoard

MARCH 13, 2024

An Overview of Various Research Methods for Effective Small Business Outreach Understanding the nuances of various research methods for small business outreach can significantly bolster your digital marketing firm’s sales strategy. Always bear in mind; proficient research guides your outreach towards successful client engagement.

Small Business 52

Small Business Small Business Research Social Media 52

Partners in Excellence

OCTOBER 31, 2022

I see a lot of discussions about “forcing sellers to waste selling time by doing their own research.” ” Increasingly, I see people recommending outsourcing this research, freeing the time up to make more calls. Clearly, too many sales people don’t know how to do research, as a result, they waste a lot of time.

Research 62

Research Outsourcing Services Ideal Customer Profile Data 62

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important? Which is why actually identifying these pain points often requires putting yourself in your customers’ shoes.

B2B 246

B2B Intent Signal Customer How To 246

Crunchbase

APRIL 22, 2020

COVID-19’s drastic economic impact has forced sales and customer teams to adapt in a multitude of ways. Economic uncertainty makes it even more challenging for salespeople to hit their quotas, and requires customer-facing teams to promptly and effectively respond to the needs of their customer base. Refine Your Research.

Prospecting 124

Prospecting Customer How To Decision Maker 124

Smooth Sale

APRIL 5, 2024

Photo by Geralt Attract the Right Job Or Clientele: Why Is Your Business Not Attracting New Customers? Why is your business not attracting new customers? Our collaborative blog offers insights for the question, ‘Why is your business not attracting new customers? If they can’t find you, they can’t do this.

Customer 88

Customer Social Media Hiring Licensing 88

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? But consider this: HubSpot Research found that 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.”. What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

Zoominfo

FEBRUARY 17, 2021

So you’ve got yourself a list of new leads to turn into possible customers. This is unless the recipient is already a customer (not a lead), or you have their permission to call outside of those times. Be upfront and transparent with your prospects. Forget about the social proof — keep customer success stories in your arsenal.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Sales Hacker

FEBRUARY 15, 2024

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. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: To improve prospecting, relevance is key.

Ideal Customer Profile 90

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. What are the Benefits of Email Automation? Basic Steps.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

Vengreso

JULY 12, 2022

From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. As sales leaders and sales teams have been focused on prospecting faster and more efficiently, there has been a quiet epidemic happening in the background.

Churn 132

Churn SugarCRM Customer Epicor 132

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Crunchbase

MARCH 10, 2023

Sales prospecting can be a daunting task — with so many different methods and tools to use, it’s sometimes overwhelming to know where to start. What is sales prospecting? Sales prospecting is the process of identifying potential customers (known as prospects) and reaching out to them in order to convert them into paying customers.

Ideal Customer Profile 52

Ideal Customer Profile Hiring Account Based Marketing Sales Qualified Lead 52

Crunchbase

MARCH 10, 2023

Sales prospecting can be a daunting task — with so many different methods and tools to use, it’s sometimes overwhelming to know where to start. What is sales prospecting? Sales prospecting is the process of identifying potential customers (known as prospects) and reaching out to them in order to convert them into paying customers.

Ideal Customer Profile 52

Ideal Customer Profile Hiring Account Based Marketing Sales Qualified Lead 52

Zoominfo

JULY 5, 2023

Speedy customer acquisition without a hefty price tag is the target, but doing it effectively can be a challenge without the right tools and training. Analyzing the firmographic characteristics of target accounts gave them a template for prospecting similar companies in new markets, such as finance and manufacturing.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

Zoominfo

MARCH 7, 2022

Scenario When a new company signs on as a customer, it’s smart business to find look-alike prospects that might also benefit from your product. Every time you close a deal, your sales team should immediately identify prospects that face the same challenges as the new customer.

Prospecting 100

Prospecting Face-to-face Promotion Benefit 100

Zoominfo

DECEMBER 27, 2021

Find a list that fits your company’s search criteria—such as customer profile, marketing goals, and technology stack—and start prospecting. You can also use a tool like ZoomInfo to build a list of potential unicorns that fit specific criteria.

Prospecting 100

Prospecting Journal Ideal Customer Profile Groups 100

Zoominfo

FEBRUARY 5, 2021

Let’s start with that dream customer. Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. Top: At the broadest part of the funnel, prospects interact with your content.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Zoominfo

APRIL 8, 2021

However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. While many variables drive the sales process, it comes down to this: the prospect you’re calling has no clue how your product will make their business better.

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Decision Maker Case Study 130

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Selling Energy

OCTOBER 17, 2023

Finding new prospects is a time-consuming activity. It often requires a great deal of research, cold calling, email campaigns, and so forth. If you’ve ever done repeat business with a past customer, you know how time-efficient (and financially rewarding) it can be.

Customer 81

Customer Cold Calling Campaigns Consumer 81

Partners in Excellence

MAY 21, 2022

It ended up being the wrong call, it was a prospecting call, “Dave, this is Chris from…… We missed you at Dreamforce and wanted to talk about how you can leverage our tool at your company.” Sorry I screwed up, I did my research, I understand where I went wrong. ” “Hnnnnm, not bad.”

Prospecting 97

Prospecting Ideal Customer Profile Call-back Research 97

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Why is customer onboarding essential?

Positioning 127

Positioning Customer Churn Face-to-face 127

Smooth Sale

FEBRUARY 10, 2022

Attract The Right Job Or Clientele: Are You Properly Researching A Web Host? Note: Our collaborative Blog asks plus offers insights into, ‘Are You Properly Researching A Web Host?’. Below you will gather ideas for properly researching a web host and questions to ask upfront. Properly Researching A Web Host.

Research 78

Research Hiring Guarantee Google 78

Smooth Sale

SEPTEMBER 24, 2021

Today’s Guest Blog, ‘A comprehensive Guide to User Research Methods and Trends,’ is provided by Nadica Metuleva. Research Methods and Trends. We hope you find our comprehensive Guide to User Research Methods and Trends helpful. Through research, of course. What is UX research?

Trends 78

Trends Research Workbooks Hiring 78

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139