Close.io

SEPTEMBER 19, 2019

No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” For example, if their market is commoditizing, what’s the company’s plan to adapt? It’s not like testing a new marketing app. Let’s break it down. Reduce churn.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

SalesLoft

MAY 13, 2016

In this traditional world, the one we’ve been living in for decades , there’s inbound and outbound. Every enterprise B2B company needs to kill the notion of inbound and outbound. The old in/outbound paradigm assumes marketing has done most of the lift and simply checks the turkey to see if it’s fully cooked (i.e.

Outbound 52

Outbound Inbound Account Penetration 52

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

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. Most vertical marketing strategies are light in nature consisting of tabs on websites, vertical-oriented stock photos and key words added to headers.

Marketing 52

Marketing Strategy Collateral Case Study 52

The Sales Hunter

APRIL 11, 2018

Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick. A key reason I’m one of the four people putting on OutBound is to help create a team — an amazing sales team.

Sports 138

Sports Territories Outbound Conference 138

Zoominfo

JANUARY 27, 2022

To get the most out of their investment, sales and marketing operations leaders should ensure that any data they collect is normalized before it’s put into action. Data normalization is the systematic process of grouping similar values into one common value, bringing greater context and accuracy to your marketing database.

Data 130

Data Segment Sales Qualified Lead Collateral 130

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008. January 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Openview

OCTOBER 13, 2017

It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. I drove them to that event.

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Crunchbase

APRIL 11, 2023

Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound. Outbound prospecting is a process in which sales professionals proactively search for, identify and reach out to prospects. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound. Outbound prospecting is a process in which sales professionals proactively search for, identify and reach out to prospects. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Zoominfo

SEPTEMBER 25, 2019

When most marketers think outbound marketing, they think emails, paid advertising, and other digital campaigns aimed at engaging their target audience. We’ve written at length about how effective those tactics can be — but today, we’re talking about a different type of marketing campaign. Keep reading! We have it!”

Direct Mail 100

Direct Mail Paid Content Campaigns Examples 100

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

Hubspot Sales

MAY 2, 2022

Research new markets. BDRs are often responsible for finding untapped, potentially lucrative markets. BDRs try to capture outbound leads — prospects who show interest in a product or service but haven't made a purchase yet. A business development representative (BDR) is responsible for outbound lead prospecting.

Sales Qualified Lead 77

Sales Qualified Lead Lead Rank Lead Scoring Outbound 77

Zoominfo

MAY 25, 2022

With shifts in buyer behavior and advancements in sales and marketing technology, it’s reported that over 70% of UK-based salespeople feel BI tools are critical to closing deals. GTM Plays Automated go-to-market plays that can rapidly scale your business. Investing in Business Intelligence The world of sales has changed.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

Highspot

AUGUST 31, 2021

Common models include inbound sales, outbound sales, account-based selling, or a combination of multiple models. The latter, on the other hand, may require a deeper investment in content marketing and SEO. On the other hand, if your solution is easy to purchase, a strong outbound approach to sales may help grow your business quickly.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Pointclear

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing is a philosophy, not a product. Buy more lists!

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

DiscoverOrg Sales

MARCH 27, 2017

Account-Based Marketing. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. He goes on to say, “To change [marketers’] objectives, change their compensation.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

criteria for success

DECEMBER 1, 2021

In fact, sometimes it can help companies identify opportunities to develop solutions the market needs. What is the total market for that solution? How much of the market is potentially available to you? How is your solution different than what’s currently available on the market? Sales & Marketing Alignment.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Alice Heiman

MAY 10, 2022

The “number” should be set based on the growth available in the market (based on research) and not on the growth your leadership wishes was available. Before setting the number for the year, examine the market and your resources. . What is your position in the market? What is your position in the market? Click to tweet.

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

DiscoverOrg Sales

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. Sales and marketing professionals use employee counts to understand a company’s size. Read it: How to Calculate Total Addressable Market. I would know.

Social Media 179

Social Media Media LinkedIn Data 179

Anthony Iannarino

JUNE 25, 2019

This territory is terrible; no one here is buying. This broad generalization infected salespeople and sales organization with the belief that outbound prospecting was no more, having been replaced by inbound marketing, something that hasn’t proven true, and isn’t likely to in the next hundred years. No one answers their phone.

Territories 107

Territories Social Media Cold Calling Lead Rank 107

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Insight. And you must do it to get ahead.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

The Pipeline

JULY 22, 2013

I have worked with a number of sales organizations that have brought people in as say sales admins, then they move to inside sales, either in a support, or some form of outbound calling, then to field sales, all the way up to enterprise or national account status. This highlights the need for a more planned and patient hiring approach.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Nutshell

MAY 10, 2023

This Feature empowers your team to proactively target companies that are interested in you so you can optimize your sales and marketing efforts and make more customers. VisitorIQ is a powerful tool that helps teams make better, data-driven sales and marketing decisions. Let’s dive in! What is VisitorIQ? Who can benefit from VisitorIQ?

Analytics 62

Analytics Data Lead Rank Lead Scoring 62

Sales Hacker

APRIL 6, 2020

In addition to acting as a great conversion tool for marketing, the freemium model generates a wealth of intent data just waiting to be harnessed by the intrepid sales rep. Marketing/Data Science : Provide an accessible framework for the sales team to capitalize on your hard-earned data. Marketing (or specifically ABM).

Intent Data 75

Intent Data Lead Rank Intent Enterprise 75

The Pipeline

NOVEMBER 13, 2014

Only 3% of your target market are active buyers, even if you social sold your share and then some, are you near quota? It shows how outbound – today’s euphemism for cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.” Besides, not everyone is in a position to get or generate referrals.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Score More Sales

AUGUST 10, 2012

Communication is key to success : it sometimes needs to be improved for teams to hold their place in the market and grow in the marketplace. What is the gold in your territory and your sales plan? Don’t let others’ opinions of you and your potential get in the way of your success. Only you can determine how far you will go.

Sports 201

Sports Territories Outbound Engineering 201

Sales Hacker

MARCH 14, 2018

Covering the security, sharing, and export of personal data emanating from EU territories, GDPR supersedes the outdated and optional Data Protection Directive of 1995. Unfortunately, as an SDR, AE, VP Sales, VP Marketing, CEO, this likely doesn’t bode well for your existing sales and marketing process. After a data subject (i.e.

NetSuite 68

NetSuite Outbound Licensing Revelation 68

OutboundView

AUGUST 20, 2018

Quantifying Sales & Marketing Maturity for VCs, Corporate M&A, & Private Equity. They were in the middle of uncovering just how much work they had to do on the sales and marketing front. Sales and marketing metrics and org structure should be understood in a similar way as the rigor around financial due diligence.

Top of Funnel 28

Top of Funnel Hiring Marketing Social Media 28

Engage Selling

MARCH 26, 2012

The company is less than 6 months in business and one sales rep was hired originally in marketing. They expect: 100 outbound calls a day. In addition, they have changed each territory 3 times in 4 weeks and gave the Latin American territory to a non Spanish speaker in marketing when one sales rep speaks fluent Spanish.

Hiring 75

Hiring Territories Cold Calling Outbound 75

SBI

NOVEMBER 13, 2018

Greater conversion of inquiries and interest to confirmed meetings – Users have seen a 4x lift in meetings when the call-to-action in marketing offers, web site pages and outbound prospecting efforts was a Click-to-Schedule link.

SalesForce 139

SalesForce Lead Capture Sales Cycle Lead Rank 139

Pointclear

MARCH 17, 2015

A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. C-level executives aren’t likely to respond to marketing automation; however, if you approach them with something of interest to them they will talk to you almost every time. I have a perfect example from my own experience. But it isn’t….

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Sales Hacker

MAY 5, 2020

We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. For SDRs and marketing teams especially, the old sales playbook is a thing of the past. Right now, sales teams need to embed empathy into every outbound sales interaction.

Face-to-face 88

Face-to-face Discount Webinar Metrics Decision Maker 88

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!). But the team lead role, for my money, is part of the reason we’ve been able to build out a world-class go-to-market strategy.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

DiscoverOrg Sales

AUGUST 31, 2017

In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. This one does the trick for companies in heavily competitive markets or who compete heavily against another organization.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

OutboundView

APRIL 17, 2018

If we can teach them the fundamentals of consistently building pipeline in their territory – they will sell more, faster. Over a 4-8 week period we are spending time with new sales reps doing the following: Defining sales territory strategy from an outreach perspective. Building outbound marketing campaigns.

Hiring 28

Hiring Territories Outbound Face-to-face 28