Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time.

Scale 130

Scale Sales Automation Hiring ROI 130

Pointclear

MARCH 31, 2011

” The following chart looks at reps’ perceptions when the “sweet spot” qualifier is combined with the target prospect’s role in buying. Of Those that Fit your Sweet Spot, What Percentage are Decision Makers or Strong Influencers?

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

DiscoverOrg Sales

SEPTEMBER 13, 2018

This blog includes: How to find and focus on decision makers. How to find and focus on decision makers. First thing first: If you have direct access to decision-makers with budgetary discretion, such as DiscoverOrg’s signature org charts, how do you start honing in on the people we should be contacting?

Intent Data 162

Intent Data Strategy Hiring Marketo 162

ExecVision

JANUARY 22, 2019

Do you have any tips for turning this scenario around where the lower level contact doesn’t need the quote before letting us speak to the actual decision maker? Eloqua started taking this approach years ago. But what if the lower level contact is reluctant to give up the decision maker? Sincerely, Michael.

Decision Maker 40

Decision Maker Eloqua Sales Qualified Lead Social Media 40

DiscoverOrg Sales

SEPTEMBER 13, 2018

This blog includes: How to find and focus on decision makers. How to find and focus on decision makers. First thing first: If you have direct access to decision-makers with budgetary discretion, such as DiscoverOrg’s signature org charts, how do you start honing in on the people we should be contacting?

Intent Data 120

Intent Data Strategy Hiring Marketo 120

Pointclear

AUGUST 30, 2012

Craig talks about the critical role of the phone in connecting with the right prospects as quickly as possible: “I was just reading Aaron Ross’s blog post the other day. And they say, ‘Oh, I’m doing a great job, I’ve got Eloqua.’ And then they’re going to the decision maker and saying ‘You already have 30, let’s go do a license deal.’

Software 187

Software Software B2B Top of Funnel 187

LeadFuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? You can hire a outsource sales team specialist who does not consult with clients but instead goes out and meets prospects face-to-face. A study conducted by Eloqua found that most marketers are not aware of how to use call recordings as a sales tool.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52