Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. Some of the team were leaning towards a trial account with Hoovers. The skinny on prospect lists is that one size does not fit all. I highly recommend doing so, if you’re considering spending any decent cash (or time) on a prospect list.

InsideView 322

InsideView Prospecting Hoovers Territories 322

SBI

MARCH 15, 2018

We believe there is a tremendous opportunity for sales teams to leverage data and analytics and move beyond traditional prospecting to engage with their ideal customers more effectively and efficiently. Derek: D&B Hoovers helps sellers spend more time focused on selling so they can be more successful in driving revenue.

Hoovers 139

Hoovers Pipeline Data B2B 139

Hubspot Sales

DECEMBER 31, 2020

Here's an example of what one might look like : It breaks down a physical territory, opportunities and their counts, and assignments to different reps. Utilize tools like D&B Hoovers to provide you with insights to create even more useful user profiles. Weaknesses: Where do you lose prospects due to holes in your process?

Territories 130

Territories Hoovers Decision Maker Ideal Customer Profile 130

SBI

FEBRUARY 22, 2018

For example, enhancing a record with firmographics (which can include everything from a company’s geography and employee size to the organization’s annual revenue and total assets) allows for more robust lead scoring, as well as proper routing to sales. Is there anything else that enriched data can tell you about your customer or prospect?

Decision Maker 139

Decision Maker Closing Prospecting Top of Funnel 139

LeadBoxer

DECEMBER 8, 2019

Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs. Account-based marketing (ABM) is a strategy of making marketing decisions based on the characteristics of target accounts and prospects.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

Sales Overdrive

JUNE 22, 2012

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment. An alternative to buying a list is building one.

Lead Rank 29

Lead Rank Lead Scoring Jigsaw Conversion 29

LeveragePoint

AUGUST 31, 2010

Normally this is a daunting prospect because data collection, particularly external data related to customers and competitors, can be costly and time-intensive. In the example shown here (from the travel industry) we see a value driver formula that quantifies the economic impact of reducing training costs for travel agents.

Data 20

Data Hoovers Travel Negotiation 20