Sales and Marketing Management

NOVEMBER 9, 2020

Author: Thiago Sa Friere With the shift to a remote workplace, sales reps and account executives are engaging with the C-suite. A deck is a common tactic to overview the discussion and personalize slides to the buyer, but this method hasn’t proven to be the most effective for closed-won opportunities. Mind the CFO.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

Zoominfo

SEPTEMBER 24, 2024

When combined with AI, these signals become powerful tools that reach potential customers much earlier in their journey — giving go-to-market teams a massive advantage over competitors who rely solely on ideal customer profile matches, traditional intent data, or account-fit scores.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

SBI Growth

NOVEMBER 24, 2020

Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” ” And “how do I grow within my current customer base?” ” To ensure your organization is focused on the right CS.

Account 367

Account Customer Retention Buyer 367

Sales 2.0

OCTOBER 21, 2024

Buyers have become even better at screening out salespeople. When the Internet arrived, buyers’ need to speak to a salesperson to get basic information was eliminated. Buyers could go online and get all the information they needed. Buyers adapted to this onslaught of email with improved “defenses”.

Scale 195

Scale Social Media Outbound Referrals 195

Sales 2.0

MARCH 31, 2025

Buyers need reminders of things they should do. The economic buyer The users The gatekeepers If you dont know the people that play the roles above, you are taking a risk with your sale. Relying on a single contact in an account risks deals falling through. When you’re selling you are a steward of a buying process.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

Zoominfo

DECEMBER 11, 2024

WebSight Buyer ID Anonymous web visitors have eluded GTM teams for decades. 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. ZoomInfos Account Reached Signal helps you get there.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Sales 2.0

JANUARY 17, 2020

In my life, I’m sometimes a buyer and sometimes a seller. When I’m sitting on the buyer’s side of the world I realize that buyers have plenty of problems. When I was only selling and had been prospecting hard for a long time I started to feel that buyers had no problems. Or at least say you have an idea.

Prospecting 83

Prospecting Account Call-back Buyer 83

Zoominfo

JUNE 21, 2024

Engaging the right buyers at the right time is the key to success for any sales team. ZoomInfo Copilot’s Personalized Target Account Digest feature empowers go-to-market professionals by alerting them when their most promising prospects exhibit the right signals. Sell Smarter. Win Faster.

Intent Signal 130

Intent Signal Account Buyer Decision Maker 130

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. Tools like AI sales coaching, just-in-time learning, and dynamic playbooks help reps respond to buyer needs at every journey stage. Now the focus is shifting back to account-based strategies.

Account Based Marketing 52

Account Based Marketing Top of Funnel Ideal Customer Profile Sales Enablement 52

Understanding the Sales Force

APRIL 6, 2025

Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. This is where executive leadership enters the picture. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

Zoominfo

AUGUST 8, 2024

To help our customers maximize the impact that ZoomInfo Copilot can have on their business, we’ve researched these ready-made prompts for Copilot Chat, designed to surface the most relevant insights and recommendations for busy frontline go-to-market professionals at every stage of the account journey.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Sales 2.0

APRIL 23, 2020

Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. I define enterprise accounts as companies with over 1,000 employees, definitions vary). If you are not selling to enterprise accounts today, you will need to make some changes to do so.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. “A First, you need to make sure your CRM is clean,” Slocum says.

Hiring 214

Hiring Data Prospecting Lead Scoring 214

Sales 2.0

MAY 1, 2020

Budgets will be back in place and buyers will need things, in a little whileish. Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. You are going to have to put in a lot of effort to land an enterprise account. There are many ways to get into a big account.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Zoominfo

APRIL 14, 2025

Smarter Outreach, Every Step of the Way Account Intelligence for AI Emailer : Copilots AI Emailer has been expanded to help account executives and account managers keep deals moving, from renewals and upsells to long-term relationship building.

Decision Maker 130

Decision Maker Scale Sales Qualified Lead Hubspot 130

Zoominfo

MARCH 26, 2025

Reps unwittingly work leads that fall under a colleagues existing account. Marketing teams pour budget into new accounts that arent really new. When a rep pours energy into an account only to learn it actually belonged to someone else, frustration soars. Its hard to stomach, but scenarios like this play out every single day.

Data 130

Data Revenue Scale Territories 130

Zoominfo

FEBRUARY 27, 2025

To stay ahead in an unpredictable market, businesses need to truly understand buyer behavior, the kind of nuanced portrait that draws from a comprehensive, real-time view of the signals that indicate their readiness and likelihood to purchase. Those days are gone but the best teams still find ways to win consistently, no matter the odds.

Intent 130

Intent Intent Signal Data Ideal Customer Profile 130

Adaptive Business Services

APRIL 23, 2025

Here is what it looked like The Process of Investing in a Permanent On-Premise Sign First Meeting: The account executive meets with the client to determine wants, needs, and desires. Presentation and Evaluation Phase (typically 1 week): Account executive prepares documents and presentation materials.

Buyer 71

Buyer Hiring Government Proposal 71

Understanding the Sales Force

APRIL 3, 2025

The Existence of Sales Process You and your sales team fall into one of four categories relative to having a formal, staged, milestone-centric, buyer-focused sales process: You don’t have one – salespeople just do their thing You have a seriously incomplete sales process consisting of fewer than seven steps.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

Zoominfo

APRIL 17, 2025

These platforms further enhance sales execution with embedded conversation intelligence, engagement, and orchestration tools, alongside timely alerts for buyer engagement surges or role changes to ensure your team is maximizing outreach to contacts who are primed to buy.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. B2B salespeople all look the same to our buyers. Problem is, buyers don’t actually buy software. The same is true for our buyers.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

JANUARY 16, 2025

Today, intent goes well beyond simple website visits or form fills, encompassing deeper insights into buyer behaviors and needs. A healthy mix of diverse intent data sources paints a more comprehensive picture of the buyers journey. Intent data isnt a one-size-fits-all solution. Relying on one source alone is limiting, Baez says.

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Zoominfo

MARCH 13, 2025

ZoomInfo equips marketing teams with data-backed insights that make it easier to refine messaging, target the right buyers, and scale impact through AI-driven automation. Intent data to prioritize high-value accounts and improve lead scoring. In the first quarter alone: 77% of MQLs now came from top-scoring accounts.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

Zoominfo

MARCH 12, 2025

Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. Fully enriched account and contact information, done in real time to maximize rep efficiency. Thats where Go-to-Market Intelligence enters the picture.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

JANUARY 29, 2025

And when outdated, incomplete, and unreliable data meets the rising complexity of modern buyer behaviors, the result is chaos bad data erodes the effectiveness of marketing campaigns, derails sales efforts, and creates inefficiencies across revenue operations.

B2B 130

B2B Intent Signal Scale Marketing 130

Zoominfo

JANUARY 21, 2025

These systems analyze CRM data, client engagement histories, and external signals to recommend the optimal next steps for every account in the pipeline. Use Case 4: GPT tools can continuously monitor pipeline health and proactively flag high-risk deals based on sentiment analysis, lack of recent activity, or changes in buyer behavior.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Highspot

FEBRUARY 20, 2025

Key Takeaways AI-powered sales training helps reps build trust by personalizing conversations and addressing buyer needs. Consistent coaching through AI ensures aligned messaging, leading to higher buyer engagement and conversions. Buyers dont just choose a productthey choose a partner they trust. Sounds frustrating, right?

Buyer 52

Buyer Training Coaching Scale 52

Zoominfo

NOVEMBER 14, 2024

Two short years later, we’re thrilled to share that ZoomInfo has climbed from a newcomer in the ABM field to being recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for Account-Based Marketing (ABM) Platforms. When ABM first emerged, the promise of an account-based view meant better sales and marketing alignment.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

Sales Hacker

NOVEMBER 15, 2024

It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Pattern recognition: Manually analyzing buyer behavior or segmenting customer needs. Maintain accountability loops Automation can lead to complacency if not paired with accountability.

Outsourcing Services 112

Outsourcing Services Scale Cold Calling Hiring 112

Zoominfo

AUGUST 6, 2024

With a database of 22 million accounts, 100 million+ contacts, and 300 million unique technology install data points, SalesIntel helps more than 800 customers identify ideal prospects with precision. Adapt has become a trusted partner for over 500,000 customers, ranging from high-growth startups to established global enterprises.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

NOVEMBER 18, 2024

And ZoomInfo Copilot, our AI-fueled go-to-market solution, delivers actionable insights and tailored outreach at scale, allowing teams to reach their ideal buyers first when buying signals indicate high-value interest. Its AI-powered insights support marketing and sales alignment, enhancing engagement with high-priority accounts.

Sales Qualified Lead 130

Sales Qualified Lead Lead Scoring Lead Rank Software 130