Zoominfo

MARCH 29, 2023

As budgets remain tight and layoffs loom, more care and consideration is put into every purchasing decision. In today’s economy, software spend is being scrutinized more than ever — it’s no longer just a department lead making purchasing decisions,” Vendr co-founder and CEO Ryan Neu says. We are in a measured buying environment.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

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. There’s no way around it—a full pipeline is essential to every business. From business goals to the challenges that stand in their way, every prospect is unique.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Mr. Inside Sales

DECEMBER 5, 2022

Now that December is here, it’s time to get clear on exactly what you’re going to accomplish in 2023. When it comes to setting and reaching your goal, use this simple and proven 3 step process that virtually assures success. more in 2023, then you will have reached your goal, right? How much debt are you going to pay off?

Face-to-face 156

Face-to-face Exact Gatekeeper Decision Maker 156

No More Cold Calling

JULY 29, 2021

When you analyze what really went wrong with missed sales opportunities, you’ll typically discover that your sales reps didn’t make time to prepare for their meetings. When you analyze what really went wrong with missed sales opportunities, you’ll typically discover that your sales reps didn’t make time to prepare for their meetings.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

FEBRUARY 15, 2018

The goal is reaching the right person, which means getting past the gatekeeper. They’ve become convinced that digital technology should solve all their business development challenges, but there’s still no button to push that will make gatekeepers grant them access to decision-makers. This time, 85.53 percent said yes.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

MARCH 4, 2021

Let’s take a look at why SMBs need a lead generation strategy and how to build one for consistent business growth. Let’s take a look at why SMBs need a lead generation strategy and how to build one for consistent business growth. Why is Lead Generation Important for SMBs? Cold calling — or really any form of cold outreach.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Mr. Inside Sales

NOVEMBER 13, 2022

He and his company take the time to understand my clients needs, build specific profiles, consult on salary requirements per each part of the country, and they conduct an exhaustive interview before they ever suggest a candidate. How about your company? Need More Proven Responses to the Selling Situations You Face Every Day?

Inside Sales 156

Inside Sales Hiring Face-to-face Ideal Customer Profile 156

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. How long will this take?” And you can imagine how they are when reps reach them. I’ve got another meeting in 10 minutes, OR. What to do?

Face-to-face 319

Face-to-face Sales Qualified Lead Scale Call-back 319

PandaDoc

MAY 8, 2024

Thousands of small and midsize businesses (SMBs) are joining the market every week. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. In the U.S. alone there are about 33.2 million small businesses , which constitutes up to 99.9%

Ideal Customer Profile 52

Ideal Customer Profile Tools Strategy Decision Maker 52

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. It takes roughly eight touches for sales reps to reach cold prospects. Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

FEBRUARY 20, 2021

How long does it take you to respond to an email? How about a text message? Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message? I’ll reach back once I have an answer.”. How long did that take? I mean, there’s only so much time. 10 seconds?

Face-to-face 271

Face-to-face Call-back Gatekeeper Decision Maker 271

Mr. Inside Sales

APRIL 8, 2022

In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. And then use a qualifying question regarding what they use, how often they order, etc.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Hubspot Sales

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. Prospects — especially decision-makers — are usually extremely busy. Educate the prospect.

Closing 113

Closing Leads Marketing Qualified Lead Call-back 113

Sales and Marketing Management

SEPTEMBER 17, 2017

In order to reach, pitch and ultimately close a deal, sales professionals need to be engaging with prospective decision-makers (6.8 per B2B buying decision) across social media platforms. Since every prospect has their own preferred way to communicate, you have to try them all. Most importantly, learn.

B2B 192

B2B Decision Maker Conversion Social Media 192

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. How do you engage customers and get them excited about your offer? How do you engage customers and get them excited about your offer? These leaders typically don’t have time for cold sales calls.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

eGrabber

MAY 12, 2021

LinkedIn is one of the best places to find decision makers in your targeted companies. There are millions of decision makers on LinkedIn and as a business development professional, if you want to leverage this opportunity, you should reach decision makers at the right time with the right message.

Decision Maker 93

Decision Maker Channels Revelation Lead Generation 93

Mr. Inside Sales

JULY 17, 2020

You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…”. How you handle your response to that email will determine if, and what kind of, opportunity you will get later. The timing has to be right, and when it is again, I’ll look forward to helping you. What do you do?

Face-to-face 187

Face-to-face Gatekeeper Call-back Decision Maker 187

Mr. Inside Sales

DECEMBER 4, 2020

With that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations: “We’re all set”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. If you prospect by phone for a living, then you’re no stranger to rejection.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? Every sale you make has positive implications, right? Not necessarily.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Lead411

MARCH 14, 2024

Best Days and Times for B2B Sales Calls Timely outreach is crucial in the world of B2B sales. You may greatly improve your sales success by knowing the best days and times to make those important connections, since every call is an opportunity to engage new clients.

B2B 52

B2B Decision Maker Trends Motivation 52

Allego

DECEMBER 22, 2021

During the pandemic, sales managers in all industries have faced time constraints, reduced visibility into seller activity, and hybrid work environments that make personalized coaching even more difficult than it was before. Time Savings. Allego has helped us measure and track this metric.” — Ethan-Jak Anderson, Arco.

Conversion 139

Conversion Decision Maker Hiring Face-to-face 139

Sales and Marketing Management

DECEMBER 13, 2019

Author: Jack Siney Holiday music is playing in the background, wonderful scents of home-baked goods fill every room and festive decor and glittering lit trees can be seen throughout the office – with. this atmosphere how can anyone get any work done? . Yes because decision-makers may go home but they never really leave the office.

Motivation 177

Motivation Lead Rank Lead Scoring Decision Maker 177

Pipeliner

MARCH 16, 2024

Mike explained how direct mail stands out amidst digital noise. Direct mail lets marketers deliver detailed information to decision-makers, leading to better decisions and conversions. Contrary to what some think, direct mail can be cost-effective, especially as you reach more people. He is CSMO at Pipeliner CRM.

Direct Mail 64

Direct Mail Video Scale Decision Maker 64

eGrabber

SEPTEMBER 18, 2023

In this blog post, we’ll explore what corporate email addresses are, why they’re super important for businesses, the old-school ways of finding corporate email addresses for decision makers, the challenges involved in finding them, and how tools can make the process quick and efficient. name@company.com).

Decision Maker 59

Decision Maker Ideal Customer Profile GoldMine LinkedIn 59

Mr. Inside Sales

JUNE 1, 2020

Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. Sales reps love receiving these leads and tell me all the time that these “warm” leads must be better because they called or emailed requesting more information. But we all know this isn’t necessarily true is it?

Inbound 178

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

Zoominfo

OCTOBER 15, 2020

In the last year alone, we’ve had literally hundreds of thousands of conversations with customers and prospects and one thing is clear—they want intent data to live at the core of how they go to market. We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Zoominfo

FEBRUARY 17, 2021

And If you haven’t tried out cold calling scripts yet, now’s the time. Let’s take a look at what should go into cold calling guidelines, what regulations to follow, and how to create a cold call script. Guidelines for cold outreach may vary by company and department, but every organization must follow SEC regulations.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

SalesLoft

NOVEMBER 14, 2023

The sales pipeline is the lifeblood of every sales team, providing a visual representation of where all opportunities stand in the sales process. Since not every opportunity makes it to the finish line, most sales managers want pipeline size to be 1.25x to 1.5x Interact with decision-makers and thought leaders in your industry.

Pipeline 52

Pipeline Decision Maker Top of Funnel Sales Qualified Lead 52

Zoominfo

DECEMBER 28, 2020

Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. The team that swoops in and provides the buyer with perfectly timed, relevant content is one step ahead of the competition’s clunkier buying process. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

MARCH 9, 2021

Messaging, distribution, reach and optimization. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. These are just a few pillars that define demand generation. What is Demand Generation? Demand generation is programmatic.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Hubspot Sales

NOVEMBER 20, 2023

But you don’t want to expand into new industries while increasing costs, losing time, and ultimately, costing your business sales. Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Clients aren’t buying like they used to. Don’t worry.

Industry 102

Industry Top of Funnel Decision Maker Demographics 102

eGrabber

MAY 22, 2022

Here is a fast way to leverage job boards and your LinkedIn network to reach decision makers. All popular job boards ( Indeed , ZipRecruiter…) now have the option to filter by Remote, Contractor, Part-Time, etc. How to Leverage LinkedIn to Reach Decision Makers.

Decision Maker 52

Decision Maker Company Leads Marketing Qualified Lead 52

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. And so we were trained to find direct dial numbers for every prospect on our call list. And I’m here to tell you, as the leader of that sales team at the time, when our access to direct-dial phone numbers diminished, so did our sales numbers.

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

Act!

APRIL 25, 2024

Why personalized messages matter in sales outreach Every industry is crowded with multiple players offering similar solutions. Whether your small business caters to everyday consumers or C-suite decision-makers , you have to compete for every prospect’s attention. No points for guessing which one resonates better.

Social Media 52

Social Media How To Case Study ACT 52

Zoominfo

DECEMBER 22, 2021

With every update, we prioritize helping you understand each new feature and how it can be of use to you and your team. She shows you how to use these features to streamline your prospecting and candidate sourcing. Now you can narrow down your search to reach a specific new target market or expand your prospect list.

Decision Maker 130

Decision Maker Inbound Exact Pipeline 130

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. How much do you know about each prospect’s professional background?

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264