Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. The health of companies’ data will become imperative. Data integrity (data hygiene, cleanliness, robustness) is becoming crucial to revenue teams and their success.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

SBI

OCTOBER 5, 2021

It’s Ironic: It Takes Data to Be Personal. By Lisa Smith, InsideView. It’s ironic that to deliver such a personalized experience, sellers and marketers need data — a lot of data. It’s ironic that to deliver such a personalized experience, sellers and marketers need data — a lot of data.

Ideal Customer Profile 96

Ideal Customer Profile Data InsideView Intent Data 96

Sales 2.0

AUGUST 4, 2018

In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. Today’s post is not about rocket science. Social calling helps.

Prospecting 150

Prospecting InsideView Social Media Cold Calling 150

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. The health of companies’ data will become imperative. Data integrity (data hygiene, cleanliness, robustness) is becoming crucial to revenue teams and their success.

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

Score More Sales

JANUARY 10, 2013

courtesy of InsideView. A big win for your sales team would be to find more prospective customers and start listening to what they are saying. There is no replacement for this, and when so much data and insight is available online, one would wonder why companies are ignoring such a gift.

InsideView 249

InsideView Research Prospecting Eloqua 249

SBI

DECEMBER 18, 2018

Time to Get Your Data & Tech Stack in Shape for 2019. As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? 4 out of 5 marketers say that data management is a top-5 weakness in their organization. Create / evolve your data strategy.

Ideal Customer Profile 123

Ideal Customer Profile Webinar Metrics Data Lead Rank 123

Hubspot Sales

SEPTEMBER 30, 2020

Marketers should be attracting and nurturing leads with targeted content so that qualified prospects can be passed onto Sales, while sales reps should convert those prospects into customers. It’s all well and good to tout the virtues of smarketing in theory, but what about the hard data supporting synchronization?

InsideView 123

InsideView Lead Rank Lead Scoring Account Based Marketing 123

Sales and Marketing Management

MAY 23, 2017

Author: Ellen Barton, Marketing Programs Manager at InsideView Social selling can be a powerful means of reaching out to prospects and building brand loyalty, but pulling off social selling success isn't as simple as jumping on a social network and posting about brand products and offers. Provide value to prospects at every turn.

Social Selling 189

Social Selling InsideView Social Media Loyalty 189

Zoominfo

AUGUST 5, 2020

Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Emissary

JANUARY 19, 2023

In today’s busy, competitive business environment, it can be difficult to find and contact the best prospects – and then deliver messaging that resonates. Some of the most popular buyer intent data platforms include TechTarget, Bombora, Kickfire, and Leadsift.

Ideal Customer Profile 52

Ideal Customer Profile Tools InsideView Closing 52

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

No More Cold Calling

SEPTEMBER 27, 2012

Sales intelligence can identify connections between colleagues within an organization and prospects to reveal opportunities for meaningful sales contact. I love this post by Koka Sexton at InsideView about the importance of connections to drive referrals, create new sales opportunities, and truly engage your sales prospects and customers. (Do

InsideView 159

InsideView B2B Top of Funnel Webinar Metrics 159

SBI

DECEMBER 29, 2014

Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. Up-Close with Umberto Milletti, CEO of @InsideView. The most important question I hear from executives today is, “How do I deal with this never-ending onslaught of data?”

InsideView 127

InsideView Tools Decision Maker Twitter 127

Zoominfo

SEPTEMBER 29, 2019

Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

John Barrows

MAY 15, 2019

It was basically Salesloft + InsideView + Nova.ai It’s also about using data to look for indicators about whether or not a prospect is in the market for our services so we can time our outreach to them. Intent data is all about measuring someone’s actual intent to buy based on their search activities. Make it Happen.

Outsourcing Services 187

Outsourcing Services Ideal Customer Profile Intent Data InsideView 187

SBI

NOVEMBER 6, 2018

SmartCloud Connect brings data from CRM directly to your email and calendar sidebar AND it automatically updates your data in CRM from your email and calendar. Recent analyst firm studies show that nowadays sales reps are spending only 35 – 40% (CSO Insights reports even less) of their time on actual selling. Sounds scary, huh?

Ideal Customer Profile 116

Ideal Customer Profile VanillaSoft Sales Qualified Lead Account Based Marketing 116

Sales and Marketing Management

APRIL 10, 2017

ICP is the qualification criteria you use to gauge whether a prospect is the best fit for your company. Typical criteria includes firmographic data (e.g. A recent InsideView survey showed that only 25 percent of companies doing ABM have already defined their ICP and TAM. Know your targets – and have the data to reach them.

Account Based Marketing 120

Account Based Marketing Ideal Customer Profile Account InsideView 120

Zoominfo

APRIL 19, 2018

Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals.

B2B 165

B2B Meeting Gatekeeper InsideView 165

LeadBoxer

AUGUST 1, 2020

It’s no secret that to make sales, you need to know your individual prospects inside and out, from the size of their company to their most recent source of funding. However, gathering this data is time-consuming. Sales intelligence tools automatically find and interpret this data so your reps don’t have to.

Comparison 66

Comparison Tools Lead Rank Lead Scoring 66

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. But there are others that I’ll be sure to stop and talk with like, Silverpop, Act-On, InsideView, Reachable, and Hoopla. Conference.

Conference 131

Conference Social Selling Data Marketing 131

SBI

SEPTEMBER 12, 2018

Aviso @AvisoInc Aviso is one of the industry’s most powerful forecasting and sales visibility platform with real-time sales dashboards, AI-powered forecasts, automated rollup, pipeline value predictions, and data-driven insights. Everstring @Everstring All the data you need to win more deals. Follow InsideView on Twitter @InsideView.

Vendor 106

Vendor InsideView Hotels Hiring 106

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. InsideView. InsideView. InsideView delivers the most accurate company and contact information, including business insights, and professional connections to increase sales and marketing productivity.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Zoominfo

AUGUST 5, 2020

Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

Sales and Marketing Management

APRIL 10, 2017

Marketing to prospects that have no need for your offerings just wastes time and money. Other criteria might include quantifiable data, like increasing revenues or recent M&A activity, and qualitative data, like whether the company is innovative or has a strategic business initiative related to your offering.

Ideal Customer Profile 120

Ideal Customer Profile Maximizer Marketing InsideView 120

Score More Sales

DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. I’m more visual so even though I saw it as I put calendar items in, I review to get a fresh view and know where to put in prospecting or other calls.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

No More Cold Calling

OCTOBER 17, 2012

When we receive a referral introduction, we convert that prospect to a new client more than 50 percent of the time—and that’s without factoring the power of the new relationship, reduction in our sales process, eliminating the competition, and reducing the cost of sales. Unqualified?

Scale 174

Scale Referrals Decision Maker InsideView 174

Fill the Funnel

MARCH 6, 2014

Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. Old Rule: It was not too many years ago that one of the key activities of a sales rep was the annual process of requesting a copy of each prospects printed Annual Report. The Gatekeeper. Preparing Quotes and Proposals.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

SBI

JULY 12, 2018

This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Expand reach to more relevant companies and contacts – The InsideView database covers 13.5M

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

The Pipeline

MAY 13, 2011

At Dreamforce, Tibor and I presented at the InsideView booth. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. Put another way: If you don’t want a prospect to read it, don’t write it. Prospecting. Should they blog?

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

ExecVision

APRIL 25, 2018

Some salespeople default to dumping generic lists from InsideView, ZoomInfo, or other data sources into ConnectAndSell. Reps should be manually cleaning up the lists they pull from databases and researching the account/prospect prior to the call. Building & Using ‘Hot Lists’. Using their pre-call research!

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

SBI

SEPTEMBER 8, 2014

This week I interview Umberto Milletti, CEO of InsideView. Nancy: What does InsideView do? Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. It’s that last piece that’s most important, and really where the whole “big data” trend fell apart.

InsideView 128

InsideView Up-Sell Revenue Closing 128

Jonathan Farrington

FEBRUARY 12, 2014

Research by Sirius Decisions supports the HubSpot data and indicate that inbound leads cost less and have higher conversion rates than outbound leads, though an integrated approach between the two is considered optimal.4 Trend data reveal that sales organizations are shifting resources from outside to inside sales. to cold calls.

Cold Calling 41

Cold Calling Hubspot InsideView Inbound 41

Sales and Marketing Management

SEPTEMBER 3, 2020

At InsideView, we’ve been helping customers find unexpected opportunities by using a variety of non-typical data signals. Unfortunately, the massive market changes have left their customer and prospect data almost worthless, because it no longer reflects the real world. Revisit your data. Who is your new target?

Ideal Customer Profile 194

Ideal Customer Profile InsideView Real Estate Retail 194

Hubspot Sales

NOVEMBER 18, 2020

When identifying qualified leads, building relationships with potential buyers, guiding customers through the buyer's journey, and closing deals, every bit of information about your prospects helps. The main goal of sales intelligence is to help you better understand your prospects and customers. Use cookie data.

InsideView 117

InsideView Closing Buyer Persona Hubspot 117

Customer Centric Selling

DECEMBER 20, 2016

Based on your analysis of your customer base, prospects and 2017 revenue requirements, you need to establish goals for what you need to accomplish. Identify the ‘Top Ten’ prospects that you will carry into 2017. Were there Sales Ready Messages® that resonated with your prospects that you want to exploit? Step 3: Set Goals.

Revenue 40

Revenue Territories How To InsideView 40

SBI

JUNE 2, 2020

Why Reliable CRM Data is the Source of all Fast Flowing Revenue Streams. Recently, I had the pleasure of participating in a webinar with Tracy Eiler, CMO of InsideView entitled, “ The Unexpected Secret Ingredient to Winning in a Virtual Sales World ” where we talked about the ingredient you may be forgetting– reliable CRM Data.

CRM 122

CRM Data Revenue Ideal Customer Profile 122

Green Lead's B2B

JANUARY 21, 2010

Functional Tools - Fill the toolbox with tools, and know how to use them: Jigsaw, NetProspex, InsideView, LinkedIn, Google Alerts and Google Search, LeadLander, others. This is the most common time of day for prospects to be in a meeting. Don't dial until the list can be worked top-to-bottom in one sweep without a struggle.

Outbound 29

Outbound Jigsaw InsideView Lead Gen 29