No More Cold Calling

FEBRUARY 13, 2025

Marketing isnt a strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Too many sales teams immediately start pitching their product when they should be asking questions and listening first. He approached a janitor and asked, Whats your job? Hope isnt a strategy.

Referrals 207

Referrals Face-to-face Sales Leadership Quota 207

DiscoverOrg Sales

MAY 1, 2018

Cold-calling can be very effective for individuals – but how can you effectively target multiple stakeholders at the top of the funnel? Cold email. Cold email most certainly should be incorporated into an account-based sales strategy. Here are 5 simple steps to do it – no cold email script needed.

Account 276

Account Top of Funnel Decision Maker Segment 276

No More Cold Calling

OCTOBER 1, 2021

I’m sure you’ve been the recipient of: Endless spam emails offering to send you lists and then writing to ask if you saw their last email. You’ve heard the phrase, “How much spaghetti can I throw at the wall and hope something sticks?” And relationships are how deals get done. a phone message, or a video.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Zoominfo

JANUARY 8, 2020

If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you find prospects quickly? How do you verify the accuracy of the data? WHAT’S THE GOAL OF THE SALES AND MARKETING DATABASE?

Top of Funnel 200

Top of Funnel Marketing How To Inbound 200

Zoominfo

JANUARY 27, 2019

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. Therein lies the power of word-of-mouth marketing.

Social Media 210

Social Media Referrals Marketing Influencer 210

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base.

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Zoominfo

MARCH 6, 2019

How do you convince someone to buy a product? There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. We touched on this phenomenon in a recent blog post about word-of-mouth marketing. What is referral marketing?

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. One reason is their sales teams don’t know how to ask for referrals.

Referrals 297

Referrals Scale How To Lead Rank 297

Zoominfo

FEBRUARY 7, 2019

As with most business functions, technology is drastically changing the way we market our products and services. We’ve long since understood the power of one-to-one marketing, but without modern technology, it wasn’t always feasible, scalable, or affordable. The average email open rate is around 20%. We’re so glad you asked!

Conversion 174

Conversion Marketing Consumer Social Media 174

Sales and Marketing Management

JUNE 24, 2019

Author: By Brad Soper, Lisa Jaeger and Alexander Stahmer While there are no shortcuts to creating and implementing an effective, long-term sales strategy, there are five actions sales teams can take to get that strategy on track – and keep it there – by generating more sales from existing customers. . Segment customers by their potential.

Customer 238

Customer Churn Segment Media 238

Zoominfo

SEPTEMBER 20, 2018

What makes a marketer successful? The marketing industry lives in a constant state of evolution. Today, we take a close look at the most essential skills modern marketers must possess to keep up with the current marketing landscape. Hard Skills for B2B Marketers. Let’s get into it! Data analysis. Data analysis.

Marketing 193

Marketing Social Media Hiring B2B 193

DiscoverOrg Sales

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales uses a CRM … but the marketing automation system might not integrate. Location data (Marketing loves).

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Zoominfo

MARCH 5, 2018

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Consider these statistics ( source ): Only 8% of companies have strong alignment between sales and marketing. Add your own analysis.

Lead Rank 201

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

Sales and Marketing Management

AUGUST 20, 2018

Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. Additional follow-up calls and emails mostly went ignored. Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. Slooooow down. Use it wisely.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Zoominfo

MAY 21, 2020

BASHO emails are alive and well—and thriving. But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. What is a BASHO Email?

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

DiscoverOrg Sales

JUNE 13, 2018

” This is a story we tell to all new hires , to show how quickly we have grown and how far we’ve come. Here’s the story of how we got there. Align sales and marketing to boost lead quality. “When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs).

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Sales and Marketing Management

SEPTEMBER 8, 2018

Author: Silvia Woolard In today’s digital marketing environment, there are unlimited ways to improve your business performance. Your business, marketing, sales, and content strategies are surely different than your competitors’ strategies. What’s an Email Autoresponder? Using an Email Autoresponder to Improve Sales.

Case Study 237

Case Study Discount Webinar Metrics How To 237

The Pipeline

JANUARY 14, 2020

Let’s borrow descriptions from marketing to simplify. By Tibor Shanto. In a previous life, I used to be a cab driver; as a result, I still use a lot of driving references. People who work with me know I believe in leaving your product in the car, makes for a better conversation. One of those is thinking. One of those is thinking.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Zoominfo

AUGUST 14, 2020

Part one of our GTM series was all about our inbound go-to-market motions. And in return, we’re able to ask for reps to commit to that motion, and in return we provide an infrastructure that helps our company win and our employees grow. In case you missed it, our performance-based approach results in nearly 60% of our revenue.

Hiring 200

Hiring Lead Rank Lead Scoring Outbound 200

Sales and Marketing Management

JUNE 22, 2020

But how do salespeople feel about remote sales calls versus in-person presentations? According to our recent industry survey of over 550 B2B sales reps, nearly 70% of salespeople don’t believe that remote selling is as effective as pitching in-person. Rewarding – Linked to something that your audience finds rewarding.

Face-to-face 246

Face-to-face Call-back Survey Buyer 246

Sales 2.0

JUNE 4, 2024

How do you best approach someone if you don’t have any connections? Most people I know will opt for an email as the first attempt to reach somebody. Emails are free and you don’t get the same mental battering as having the phone hung up on you. Given that, let’s look at how you write a half-decent cold email.

Social Media 195

Social Media Media Call-back Trends 195

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. It works: Almost every personalized email I send out yields some type of activity. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Sales and Marketing Management

JANUARY 20, 2020

But don’t merely accept digital, learn to use it effectively. If you want to serve your customers and prospects effectively, then take the time to listen to them. Author: Jeff Kalter Are you at risk of becoming obsolete? Or worse, could you lose your sales job altogether? Adapt to the Digital Business Environment. Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. How do they do it? The advantage is clear. That’s a good signal for us.

Hiring 214

Hiring Data Prospecting Lead Rank 214

MTD Sales Training

JANUARY 4, 2018

Many salespeople ask us for our best tips on how to sell. How do I overcome price objections? What should I do with someone who ignores my emails? These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers. Read that again.

Buyer 257

Buyer Cold Calling Objections Call-back 257

Sales and Marketing Management

NOVEMBER 15, 2018

From here, most well-meaning sales managers pivot into the helpful, inspiring part of the conversation, discussing the need to increase activity, generate more proposals, ask for the sale, and increase the closing ratio. The sales manager told the salesperson what to do but not how to do it. The most effective way to do this?

Coaching 257

Coaching Construction Pivotal Positioning 257

Nutshell

NOVEMBER 25, 2020

Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., Before email marketing was commonplace, marketers used advertisements, fliers, coupons, and other distributed promotions in order to build their audience and reach potential customers.

Marketing 143

Marketing Webinar Metrics Email Marketing Top of Funnel 143

DiscoverOrg Sales

NOVEMBER 27, 2018

Basho emails aren’t just alive and well – they’re thriving. But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. What is a BASHO email?

Examples 220

Examples Account Based Marketing Decision Maker Account 220

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? So, I asked around on LinkedIn and got lots of answers, many of which I shared in a recent blog post. So, I asked around on LinkedIn and got lots of answers, many of which I shared in a recent blog post.

Referrals 265

Referrals Account Cold Calling Social Media 265

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Lead gen occurs within the second stage of a marketing funnel—meaning it happens after marketers have attracted an audience and are ready to hand them over to the sales team. What does a “good lead” look like anyway? What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. We’ve got your back, marketers! Newsletters are near the top of the marketing funnel. Skip Ahead: Newsletter distribution.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

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?”. Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? How to Improve Sales Productivity.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

Nutshell

OCTOBER 5, 2020

As technology becomes increasingly integrated into our everyday lives, marketing efforts have shifted accordingly. Marketing through the digital medium is highly effective, but the barrier to entry is lower than ever. For most goods, explain how that product will make their life better or easier. Make the Benefit Clear.

Conversion 133

Conversion Marketing Campaigns Hotels 133

Zoominfo

MARCH 3, 2019

What kind of marketers would we be if we didn’t include ZoomInfo on this list? Although we’ve primarily seen Sprout Social used for marketing and customer service purposes, the platform has a host of features that can help the average B2B sales rep learn more about the companies they’re trying to sell to. Let’s get into it!

Research 233

Research B2B Tools Company 233

Smooth Sale

JANUARY 26, 2022

Attract The Right Job Or Clientele: Note: Our collaborative Blog offers insights upon asking, ‘ Do You Want Key Tips for Better Business Marketing This Year? You have much to think about when you are trying to focus on making the right choices and being able to improve your company marketing this year. Utilize Social Media.

Trade Show 147

Trade Show Hiring Social Media Marketing 147

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. One reason is their sales teams don’t know how to ask for referrals.

Referrals 228

Referrals Scale How To Lead Rank 228

Zoominfo

JULY 3, 2020

When we are considering buying something, we can consult different websites, brands, storesin order to find the perfect match. When it comes to identifying accounts to target for marketing campaigns, you have a lot to choose from. So how do you narrow it down? What is Firmographic Data and How Do You Use It?

Data 195

Data Account Based Marketing Demographics Segment 195