Zoominfo

FEBRUARY 3, 2021

The decision to fold Bizo was made in early 2016. And just 18 months after the acquisition, LinkedIn said they had misjudged the amount of work it would take to integrate Bizo into their services. Since then, no solutions have been able to offer business audiences like Bizo did. There’s a reason I’m talking about Bizo so much.

Data 246

Data Advertising Advertising Lead Rank 246

Sales and Marketing Management

APRIL 21, 2016

Issue Date: 2016-03-01. Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. Author: Stu Heinecke. read more

Meeting 226

Meeting Referrals Marketing Influencer 226

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Consider holding a Q&A session to get to know prospects better and for them to know you and the company better. It’s a unique way to thank prospects for their time and showcase your organization’s values.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

The Sales Hunter

DECEMBER 15, 2015

There is a way you can get 2016 off to a great start and then build on the momentum going forward. Here are 10 ways to close faster for more sales in 2016: 1. Quit spending time with prospects who don’t fit your customer profile. If you want to be seen as a high-value […].

Closing 100

Closing Ideal Customer Profile Sales Prospecting 100

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? In 2016, it was 53.3 The dreaded gatekeeper. In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set. When your sales reps prospect through referrals, they: Get every meeting at the level that counts with one call.

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

No More Cold Calling

JULY 13, 2017

Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process. Have you checked out the prospect’s LinkedIn profile? What are your other connections to this prospect?

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Sales and Marketing Management

MAY 26, 2016

Issue Date: 2016-05-26. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey. read more

Lead Rank 200

Lead Rank Lead Scoring Scale Revenue 200

SBI Growth

DECEMBER 25, 2013

Digital marketing investment will exceed 50% of total program budget by 2016. Success of content should be measured by how well it pulls prospects through the buying process. Fragmented marketing IT point products and low adoption rate will inhibit companies'' ability to win customers.

B2B 325

B2B Enterprise Enterprise Analytics 325

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Sales Hunter

JANUARY 5, 2016

Your 2016 will be better for it! Now — not later — is the time to sit down with pen and paper and thoroughly answer the below questions honestly. What did I change in my sales process this past year and what do I need to change going forward? Do I know how […].

Sales Process 100

Sales Process Negotiation Selling Skills Motivation 100

The Pipeline

OCTOBER 20, 2016

It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. That’s what makes the book a must read for anyone looking to succeed in prospecting.

Prospecting 120

Prospecting Face-to-face Call-back Cold Calling 120

Tenbound

MAY 20, 2020

This is supported by a CEB (acquired by Gartner) report in 2016 that shared “buyers on average are 57% of the way through their buying journey before even reaching out to a vendor”. Most of us are aware that the buyer’s journey has changed dramatically in the last few years (and months given the global pandemic).

Leads 126

Leads Marketing Qualified Lead Prospecting Inbound 126

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. These signals, aggregated across a company, and measured against normal levels of baseline activity for a given topic can be a strong indication of purchase intent and they often surface long before prospects visit your site or your competitors.

Intent Data 313

Intent Data Intent Data Lead Rank 313

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

The Pipeline

NOVEMBER 9, 2021

Many will remember the 2016 buzzer beater Kris Jenkins of Villanova scored to win the championship. Year end should be a time for where you can add extra value by helping prospects plan. By Tibor Shanto. The crowd was excited, a once in a lifetime shot. But was it? Much more profitable long shot, especially with the luxury of time.

Energy 201

Energy Video Account Prospecting 201

Sales and Marketing Management

JUNE 16, 2016

Issue Date: 2016-06-17. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Incorporating the following four key elements to personalize global content will ensure your messages and brand resonate in any language, all cultures and every market. read more

Prospecting 120

Prospecting Customer Marketing 120

Sales and Marketing Management

JULY 24, 2020

Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Boost Sales Enablement with a Meaningful Prospecting Gift. A great mailer can spark delight and organic interest from a prospect. Engage Both Your Employees and Your Prospects Through Gifting.

Incentive 227

Incentive Incentives Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Boost Sales Enablement with a Meaningful Prospecting Gift. A great mailer can spark delight and organic interest from a prospect. Engage Both Your Employees and Your Prospects through Gifting.

Incentive 227

Incentive Incentives Motivation Demographics 227

The Pipeline

NOVEMBER 12, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities.

Maximizer 120

Maximizer Closing Opportunity Marketing 120

Sales and Marketing Management

MARCH 27, 2016

Issue Date: 2016-03-28. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Considering that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S.,

Scale 120

Scale Prospecting Customer Consumer 120

Sales Hacker

JUNE 16, 2020

What if I told you there was a simple, 3-step strategy that takes the guesswork out of your sales cadence and accelerates prospect responses? We caught onto this in about 2016 and haven’t looked back since. We’re going to look at each step in-depth, so you can take your prospecting to the next level today.

Ideal Customer Profile 119

Ideal Customer Profile Prospecting How To Face-to-face 119

Sales 2.0

APRIL 8, 2016

It was entitled, 2016, The State Of Marketing. The problem with much of our prospecting or follow up on “leads,” is that it is completely disconnected from the content that generated the lead. It’s this disconnect, that actually hurts our abilities to prospect and engage the customer. It’s a fascinating piece of work.

Follow-up 150

Follow-up How To eBook Study 150

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Credit www.gratisography.com.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Decision Maker 70

DiscoverOrg Sales

JUNE 14, 2017

At the beginning of 2016, Anthony had a heart-to-heart talk with his supervisor and was inspired during the company’s annual January Sales Kick-off. In August of 2016, DiscoverOrg’s leadership decided to split the sales in into dedicated inbound and outbound teams. “It By then, many of the leads had grown cold. Everything is automated.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Sales and Marketing Management

MAY 23, 2016

Issue Date: 2016-05-01. Teaser: If you’re only challenging your prospect’s status quo with surprising information and data points, you could be falling short of creating the urgency you need to convince prospects to change. Author: Tim Riesterer. read more

Data 149

Data Prospecting 149

DiscoverOrg Sales

AUGUST 19, 2016

So, we set up training for recruiters to help them message and speak about the company’s strengths and differentiators just like we did for sales and marketing; the training involved role-playing, one-minute pitches, email messaging, cold call prospecting, and SLAs for response times. Cold calls. How Can You Improve Your Strategy?

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Sales and Marketing Management

SEPTEMBER 30, 2018

For most business owners, the good old days (think 2016) are a distant memory. Prospects and customers are more demanding than ever before. Prospects and customers expect everyone at your company to know who they are, where they are in the buying cycle, and what they need. Do you have a strategy to compete?

Inbound 209

Inbound Buyer Persona Company Strategy 209

Sales and Marketing Management

JUNE 10, 2019

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? And, worse, maybe they will spread the word throughout their network and negatively influence other prospect or customer decisions. Maybe they won’t renew.

Loyalty 234

Loyalty Remedy Journal Study 234

DiscoverOrg Sales

NOVEMBER 15, 2017

December 2016: A troubled client account initially said they would renew their DiscoverOrg contract. At the end of 2016, DiscoverOrg realized that there was an opportunity to increase customer satisfaction and engagement with an enhanced focus and approach. Some know this time of year as holiday season. Spotlight on customer retention.

Retention 227

Retention Travel Customer ROI 227

The Sales Hunter

SEPTEMBER 2, 2016

This week I had another discussion with a sales executive where he went off on saying how his sales team was terrible and the reason the company was going to miss its 2016 numbers. Specifically, he was saying how the team spends too little time prospecting and too much time taking care of existing business. Does this […].

Sales 122

Sales Prospecting Company Selling Skills 122

Zoominfo

FEBRUARY 3, 2021

The decision to fold Bizo was made in early 2016. And just 18 months after the acquisition, LinkedIn said they had misjudged the amount of work it would take to integrate Bizo into their services. Since then, no solutions have been able to offer business audiences like Bizo did. There’s a reason I’m talking about Bizo so much.

Advertising 130

Advertising Advertising Prospecting Intent 130

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Versus the common practice of starting with the product, then shoehorning in the prospect. Absent the product; the only thing left to talk about is what does the prospect wants to do? One of those is thinking. Can’t join us live?

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Understanding the Sales Force

DECEMBER 16, 2016

I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. Because my topics are driven by the conversations I have with clients and prospective clients, my articles are a reflection of what CEO's and Sales Leaders care about. Here we go!

Trends 120

Trends Pipeline Sales Conversion 120

Sales and Marketing Management

MAY 3, 2018

Employ data that can give you greater insight into what a prospect needs before you ever even pick up the phone. Remember, not all sales calls have to be about sales; use this time to discover more about a prospect’s challenges and tailor your message in real-time to better show how you can help.

Cold Calling 220

Cold Calling Survey Education Research 220

Zoominfo

MAY 5, 2019

More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too. As you grow your email database , you increase the opportunity to reach potential prospects and customers. Email marketing isn’t going anywhere.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231