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. Funding Funding rounds are among the strongest signals for both sales and marketing teams.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Pipeliner

JANUARY 29, 2025

In a recent episode of the expert insight interview series, John Golden delves into the transformative world of geofencing advertising with marketing professionals Barbara Wardell and Ernest Kulhari. Wrap-Up In summary, this episode offers valuable insights into the transformative potential of geofencing in marketing.

Video 95

Video Advertising Advertising Marketing 95

Sales 2.0

APRIL 14, 2025

Suddenly my inbox started filling up with replies from people updating/confirming their mailing address. If you buy into sales being about human relationships (and I think for selling high-ticket items you should), then this holiday lesson can inform what we do when Santa has pushed off back to the North Pole.

Fashion 195

Fashion Transportation Call-back Social Media 195

Sales 2.0

OCTOBER 21, 2024

About a decade ago, certain subject matter experts came up with a solution to this problem. Many salespeople becoming mass email marketers. What should you do then if you want to sell your stuff in the age of AI? Most businesses have sales and marketing plans. The solution was do more. My answer is become more human.

Scale 195

Scale Social Media Outbound Referrals 195

Sales 2.0

DECEMBER 17, 2024

The project has already thrown up a few reminders I see time-and-time-again in the sales world. Little left behind My journey through the old dusty files did not turn up much. Placing bets Since the salespersons account list might turn up some short-term deals, it is one potential source of the quick wins I seek.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Pipeliner

JANUARY 21, 2025

Traditional Publishing vs. Self-Publishing In traditional publishing, authors often give up control over their copyright, including decisions about their book’s title, cover, and even the content. This illustrates the point that a book can serve as a powerful marketing tool, opening doors that may not have been accessible otherwise.

Lead Rank 92

Lead Rank Video Lead Scoring Marketing 92

No More Cold Calling

APRIL 6, 2025

Are you keeping up? Referral selling isnt just a nice-to-have sales strategy. Your Referral Edge Referral selling is not just a conceptits your unfair advantage. Wait, and you risk playing catch-up for the rest of 2025. Marketing isnt a strategy. Top sales teams win with referrals. Hope isnt a strategy.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Some firms sell products designed only for small businesses but many companies have products or services that can work for bigger companies but they have fallen into the habit of selling to smaller companies. Much buying is “paused.” A time to plan.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Zoominfo

AUGUST 8, 2024

Sellers across every industry are under intense pressure to deliver ambitious results in tightly competitive markets, and it’s much more than a passing trend. But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Zoominfo

MARCH 26, 2025

Marketing teams pour budget into new accounts that arent really new. When Hierarchies Are Hidden, Everyone Loses Anyone running a modern go-to-market team understands the problems and costs that come with dirty data. By solving this data puzzle on the back end, we give your go-to-market teams the clarity they need on the front end.

Data 130

Data Revenue Scale Territories 130

Sales and Marketing Management

AUGUST 13, 2021

Organizations with modern sales presentations have a leg up in today’s selling environment. The post 6 Traits of the Modern Sales Presentation appeared first on Sales & Marketing Management. They meet establish trust and build confidence with buyers, and, ultimately, influence their purchase decisions.

Influencer 347

Influencer Up-Sell Buyer Sales 347

Zoominfo

DECEMBER 11, 2024

Weve witnessed sellers become their best, most efficient selves and seen marketers fully realize their TAM and identify messaging that really drives leads. But with our new WebSight Buyer ID capability, enterprise marketers and sellers can know exactly whos interested in their solutions even if theyre anonymously visiting a website.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

AUGUST 8, 2024

With the right sales enablement process, revenue leaders can confidently improve sales team skills, boost customer retention, expand market differentiation, and drive revenue growth. That reflects the fact that effective enablement relies on contributions from multiple teams, including product, marketing, and customer success.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

SBI Growth

JANUARY 6, 2025

Most of us end up arguing in a boardroom before succumbing to our gut feelings and just shipping a pricing page to see how it does. First up, we have the marketing automation behemoth thats rumored to be the second fastest growing SaaS company in the world right now: HubSpot (full disclosure - we're happy customers).

Hubspot 156

Hubspot Strategy Inbound Campaigns 156

Zoominfo

FEBRUARY 20, 2025

For frontline go-to-market (GTM) professionals, the struggle is real: Too much administrative work, too little selling time, and too many missed opportunities. We surveyed over 11,000 revenue professionals to uncover exactly how GTM teams use ZoomInfo to expand markets, accelerate sales cycles, and drive revenue. The results?

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. How do most companies ramp up their B2B lead generation strategies? Referrals are lifelong.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Sales 2.0

OCTOBER 25, 2021

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. as this channel has become saturated.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales 2.0

MAY 1, 2020

We will start selling at some reasonable rate again, soonish. Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. If you don’t make this a habit you may just keep snapping up the small fry that come to you more easily. Don’t panic. Big fish have big wallets.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing solutions connect new leads with existing account records in your go-to-market data systems, automatically directing them to the right salesperson saving time, reducing errors, and enhancing the overall effectiveness of your sales efforts.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Allego

JANUARY 9, 2025

A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. Medical device sales reps must understand not only the products they sell but also the problems those products solve. A well-designed program doesnt just teach. The result?

Hiring 62

Hiring Marketing Exercises Scale 62

SalesFuel

NOVEMBER 22, 2024

Social video is one of the influencer marketing tools that should be used by both B2C and B2B influencers. B2B brands have been slow to trust influencer marketing, but it’s time for you to change that. They feel like more trustworthy reviews will come from people outside of the organization doing the selling. Here’s how.

Influencer 59

Influencer B2B Video Tools 59

No More Cold Calling

APRIL 16, 2020

It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. The rest just want to sell you their products—the heck with caring about who you are. Wondering how your team will keep selling in an economic downturn? In a word, it’s fidelity.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Allego

APRIL 17, 2025

The B2B buying process has changedand product marketers are now on the front lines of that transformation. And thats where product marketers come in. When product marketers lead with strategy, activation, and buyer alignment, they dont just support the sales teamthey accelerate revenue.

B2B 62

B2B Top of Funnel Marketing Vendor 62

Zoominfo

JANUARY 16, 2025

In B2B marketing, context is king. Without the right context, marketers risk burning time, budget, and internal goodwill on campaigns that just dont drive results. Understanding Intent Data: From Noise to Opportunity Intent data is a familiar concept to marketers, but it has evolved significantly in the past several years.

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Pipeliner

APRIL 6, 2025

In this talk, he explains why sales should be taught like other school subjects, such as math or marketing. Schools Teach MarketingNot Sales John Golden started the talk by saying many schools teach marketing, but not sales. Many students get marketing degrees and then end up in sales jobs. But they dont know how to sell.

Video 104

Video Lead Rank Lead Scoring Hiring 104

Hubspot Sales

AUGUST 20, 2024

Those choices add up to something like 35,000 total decisions in a day. There might be variables that don’t really add up, or maybe you’re comparing apples to oranges. When we have too many choices, we end up less satisfied, even if the product is perfectly tailored to our needs. Here is the tiered structure for Marketing Hub.

Examples 111

Examples Conversion Customer Licensing 111

Pipeliner

APRIL 17, 2025

In a recent episode hosted by John Golden and guest Jordan Whelan, the founder of Gray Smoke Media , shared his extensive knowledge on the evolution of marketing strategies, particularly in the legal sector. Jordan Whelan’s Journey into Marketing Jordan Whelan’s career trajectory is a testament to the power of diverse experiences.

Lead Rank 52

Lead Rank Lead Scoring Video Marketing 52

Partners in Excellence

NOVEMBER 5, 2024

If selling reduction in admin time/tasks represents a few percent of their overall expenses, they may have bigger fish to fry. That doesn’t mean our solutions aren’t important or that we should give up, we have to focus on the people the solution impacts the most, getting their support to invest in those solutions.

Face-to-face 124

Face-to-face Up-Sell Enterprise Enterprise 124

Hubspot Sales

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S.

Hubspot 116

Hubspot B2B Buyer Data 116

Pipeliner

NOVEMBER 24, 2024

The ABCDE of Selling Wes introduces his unique framework, the ABCDE of selling, which he describes as a circular process rather than a linear pipeline or funnel. Wes stresses the importance of standing out in a crowded market by being creative and authentic in your approach.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Sales 2.0

MAY 30, 2023

Collective[i] provides the most comprehensive solution on the market for companies seeking to optimize revenue using AI, connections, and collaboration. Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. In many mid-market organizations, sales teams find themselves in a balancing act.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98