DiscoverOrg Sales

APRIL 17, 2019

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. This is where buyer Intent Data comes in. So what is intent data and why does it matter?

Intent Data 120

Intent Data Intent Data Top of Funnel 120

Vengreso

APRIL 7, 2022

Imagine how much more targeted your outbound marketing or prospecting could be. . That’s the exact topic we dive into in this episode of the Modern Selling Podcast with my expert guest, who is leading the way in leveraging intent-based data to revolutionize the sales game. What Really is Intent Data?

Intent 95

Intent Maximizer Intent Signal Outsourcing Services 95

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. By monitoring key search terms using cookies, you can pinpoint specific online behaviors that signal an intent to make these purchases. This could be you!)

Intent Data 100

Intent Data Buyer Intent Intent Buyer 100

Sales Hacker

MARCH 5, 2021

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. The remote sales landscape is getting stuffy. How to Use Buyer Intent Data for Differentiation.

Buyer Intent 99

Buyer Intent Intent Data Intent Top of Funnel 99

Zoominfo

MAY 22, 2024

From pinpointing the right prospects to crafting a standout message, it was tedious, time-consuming — and absolutely essential. Like countless companies, Apricorn uses email as a cornerstone of its sales playbook. We’re in sales. They actually get more out of the sales process, at scale and faster than ever.

Scale 130

Scale Ideal Customer Profile Intent Signal ACT 130

Selling Essentials RapidLearning Center

JUNE 29, 2023

Most sales professionals have heard anecdotal talk about body language and what it signals. But research does show there are behaviors and gestures that play a role in whether a new prospect considers you to be trustworthy. And that’s the real takeaway from this study. It’s about your intentions. Or so the story goes.

Study 52

Study Face-to-face Video Research 52

SBI

JANUARY 17, 2019

How to Spot Buying Signals – with Intent Data. But in the world of B2B sales? says DiscoverOrg’s Manager of Sales, Brandon Battey. Intent Data is information about buying signals: That is, event or behavioral data that statistically suggests a purchase will happen soon. What is Intent Data?

Intent Data 101

Intent Data Lead Rank Intent Data 101

Sales and Marketing Management

FEBRUARY 23, 2020

Studies show that in the process of making a decision, your brain predicts the rewards of a choice based on past memories, and then uses that information to make the most favorable decision. It’s called the Prospective Memory Model. Using the Prospective Memory Model. Simply put: Your brain is a prediction engine.

Intent 296

Intent ACT Influencer Call-back 296

Crunchbase

JUNE 7, 2023

As a salesperson, much of your success relies on prioritizing the right prospects. According to Marketing Insider Group, salespeople who used prioritized sales lists took 20% more actions per lead , meaning they were able to make more contact attempts and increase engagement time.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Buyer Intent 52

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

SalesFuel

MAY 13, 2024

As B2B sales grow more competitive, a strong sales pitch presentation may determine whether you cruise or lose. One Sales Pitch Presentation Does Not Fit All Prospects The more specific and tailored you can be with your message the better. It’s imperative that you listen to your prospect BEFORE you craft a solution.

Hiring 116

Hiring Case Study Construction Segment 116

SalesFuel

MAY 1, 2024

Sharing sales content is an effective way to establish credibility and provide value. What Is Sales Content? Sales content highlights what makes your solution the best choice for buyers. It can involve evidence ranging from data and case studies to testimonials and accolades.

Hiring 113

Hiring Case Study Education Webinar Metrics 113

Zoominfo

MARCH 31, 2024

In a hyper-competitive market, B2B sellers are constantly looking for an edge with their ideal prospects. As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals.

Top of Funnel 130

Top of Funnel Decision Maker Scale Ideal Customer Profile 130

Zoominfo

MAY 22, 2024

Since I founded ZoomInfo 17 years ago, I’ve had a clear vision of how data and technology could help sales professionals everywhere realize their true potential. Where every sales team could compete on an even playing field, and a successful sales career could change your life. Modern sales is becoming a science.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

DiscoverOrg Sales

FEBRUARY 6, 2018

B2B sales pros and marketers swim in an ocean of information. But in this sea of data, which individual data points predict purchase intent? In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. studying sales methodologies, you know that you are obsessed. Bank on it!

B2B 319

B2B Banking Conference Decision Maker 319

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. You can mine the Web for contact info (like Zoominfo) and intent signals.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Tenbound

JANUARY 3, 2024

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline By Marylou Tyler & Jeremey Donovan Part 1: TARGET Chapter 1: Internalizing Your Competitive Position Conduct a Six-Factor analysis of your strengths, weaknesses, opportunities, and threats. sales leaders) 2- Gatekeepers: (e.g., 2- Trust (Why you?)

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. based market-sizing study done by InsideSales.com found that, of the 5.7 a big jump from just years before when they ran a similar study.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Apptivo

MAY 16, 2023

From seeds to success: Journey of leads and prospects in sales 2. What is a sales lead? What is a prospect? Lead Vs Prospect: what’s the difference? Where are prospects and leads in the funnel? How to turn a lead into a prospect? What is a sales lead? What is a prospect?

Lead Rank 52

Lead Rank Sales Qualified Lead Marketing Qualified Lead Lead Scoring 52

Zoominfo

APRIL 24, 2020

But before we do our deep dive, let’s quickly explore the methodologies we used to arrive at our insights, chief among them, ZoomInfo’s intent data. What is Intent Data? Intent data is designed to uncover buying opportunities. Good question: Prospects are identified via a company’s IP address. And the data backs this up.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Sales and Marketing Management

FEBRUARY 2, 2018

Studies have shown that some people stress out when they travel. More than that, by identifying the channels prospects are more likely to react to, you can feed them with the exact information they need to convert. Buyer Intent Beats Buyer Identity. Author: Staff Take a minute to think about something that everybody loves.

Channels 174

Channels Demographics Intent Marketing 174

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.).

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

The Pipeline

JULY 21, 2020

Ask executives what they would like to experience more in sales meetings? Curiosity may have killed the cat, but we are sales professionals and have nothing to fear of curiosity. But Discovery usually involves sellers discovering how to sell their product, not discovering the ins and outs of the prospect’s business.

Decision Maker 343

Decision Maker Buyer Study Intent 343

Crunchbase

MAY 19, 2023

From identifying potential customers, to finding quality leads and maintaining a healthy pipeline, sales prospecting is vital to the success of your business. Successful prospecting requires time management skills, a proactive mindset and the ability to communicate effectively.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59

Zoominfo

SEPTEMBER 24, 2021

The last time sales teams were offered real change in their tech offerings was back in the early 2000s, when cloud-based customer relationship management (CRM) systems came into vogue. That technology permanently shifted the way sales teams operated. Source: High Growth Study 2021, published by the Hinge Research Institute.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Allego

MARCH 19, 2024

In an era where the digital landscape is continually evolving, the way we approach sales and customer engagement has taken a significant leap forward. Digital Sales Rooms (DSRs) are at the forefront of this revolution, offering a modern, flexible, and customer-centric approach to modern selling. Let me explain.

Intent Signal 62

Intent Signal Case Study Comparison Buyer Intent 62

Zoominfo

APRIL 23, 2021

In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle, give you a peek into ZoomInfo’s best go-to-market plays, and present new time-saving selling strategies. Through trial and error, companies adopt “sales plays” that become repeatable and highly targeted.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. Here are three must-have data tips to engage B2B prospects and customers for more wins, renewals, and growth. With high-quality intent data.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

DiscoverOrg Sales

JULY 3, 2018

Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward. Revive Cold, Dead Prospects.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

Janek Performance Group

MARCH 16, 2022

What do top-performing sales teams do better than under-performing sales teams? They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

Zoominfo

FEBRUARY 3, 2023

But no matter which path works best for your team, you can’t prospect effectively without a deep understanding of your product, a firm grasp of your ideal customer, and the specific steps needed to connect the two. These cold email templates can help you use the customer data at your fingertips to convert prospects faster. of the time.

Conversion 130

Conversion Lead Rank Ideal Customer Profile Leads 130

Hubspot Sales

JANUARY 5, 2023

Here, I spoke with Mike about how the software buyer's journey has changed, according to new data from G2's 2022 Buyer's Behavior Report — plus, how your sales strategy should pivot in 2023 to meet new buyers' expectations. How to Shift Your Sales Strategy to Match the New Buyer's Journey in 2023. Let's dive in.

Top of Funnel 110

Top of Funnel Buyer Data Buyer Intent 110

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” .

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

The Pipeline

MAY 28, 2019

Time is a truly critical element of sales success, yet too many take a very passive approach to their time. To succeed in prospecting, in fact, in any element of sales, you need to own your time. Time Is The Currency Of Sales. This view allows us to focus on results versus intentions. Time is a finite resource.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. That is, they should be determined using interviews, case studies, and research on past and current clients. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246