No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many account based selling teams over-rely on technology to reach their prospects. The goal of account based sales development is to land and expand within named accounts. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

Zoominfo

OCTOBER 24, 2024

Account executives and account managers get AI-guided suggestions about their next best step across every channel, allowing sellers to intelligently query their sales data for tailored recommendations such as pre-meeting briefs, recent compelling buying signals, key job changes, financing events, and more.

Software 211

Software Software Tools Hubspot 211

Zoominfo

JANUARY 26, 2021

Enterprise leads are the gold standard of lead generation. What Is Enterprise Lead Generation? Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. Benefits & Challenges Of Enterprise Lead Generation. There are a host of benefits to closing an enterprise deal.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

SBI Growth

JUNE 12, 2021

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

Segment 311

Segment Account Strategy Competition 311

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. Account Reached Signal Sales and marketing alignment has always been hard to achieve and maintain. privacy laws.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

APRIL 12, 2021

How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel? At the enterprise level, with 1000-plus employees and more than $1 billion in annual revenue, massive growth drives the organization. What Is an Enterprise Marketing Strategy? How to Avoid Enterprise Marketing Pitfalls.

Scale 189

Scale Enterprise Enterprise Account Based Marketing 189

Sales 2.0

MAY 14, 2020

I am looking for contact information in some target enterprise accounts. If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? If a sales person makes $100k per year and we add 30% to take into account health insurance, taxes etc. It takes time.

Data 396

Data Enterprise Enterprise Insurance 396

Zoominfo

NOVEMBER 11, 2020

Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. That’s why ZoomInfo’s Strategic Accounts team developed a data-driven ABM framework — resulting in a lift of over $7 million in just the past six months.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

MTD Sales Training

DECEMBER 2, 2019

This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Being a successful account manager means more than knowing your customers, being proactive and quickly responding to queries. Key Account Management Top Tips. You’re In The Know….

Account 201

Account Face-to-face Ideal Customer Profile Lead Scoring 201

Zoominfo

OCTOBER 31, 2024

It allows salespeople to approach prospects at the perfect time, with messaging that resonates with their current needs,” ZoomInfo Enterprise Account Manager Will Frattini says. That means personalization has become critical for effective sales outreach — and AI used properly, with the right data to back it up, plays a pivotal role. “It

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Sales Hacker

MARCH 21, 2025

.” Jessica Gilmartin Companies often reach a tipping point where users demand enterprise features, security, and team-wide adoption. 3 key indicators that its time to introduce SLG: Customers requesting enterprise features (SSO, security, admin controls). Teams organically growing within accounts.

Enterprise 78

Enterprise Enterprise Scale Lead Rank 78

Zoominfo

APRIL 17, 2025

These are the companies driving enterprise buying decisions across industries, and with the ZI 5000, go-to-market teams get unparalleled visibility to pre-modeled, high-resolution intelligence on the accounts that matter most. With the ZI 5000, you can: Preview the depth and quality of real account data before you buy.

Ideal Customer Profile 130

Ideal Customer Profile Company Scale Enterprise 130

SBI

JULY 1, 2020

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.

Account 181

Account Revenue Top of Funnel Funnel 181

SBI Growth

NOVEMBER 24, 2019

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets.

Sales Process 272

Sales Process Enterprise Enterprise Customer 272

Zoominfo

FEBRUARY 20, 2025

By using real-time data and signals, sales teams are identifying high-potential accounts they would have otherwise missed. Enterprise users saw even greater gains, reporting 89% larger deals thanks to expanded buying committees and multithreaded outreach. Thats not just more prospects its the right prospects.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 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. A large enterprise can have hundreds of entities worldwide.

Data 130

Data Revenue Scale Territories 130

SBI Growth

JANUARY 10, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat.

Enterprise 240

Enterprise Enterprise Customer Segment 240

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

The Pipeline

MAY 25, 2020

Having conducted post-mortems on enterprise-level deals for leading companies, Steve shares what he has learned over the years, and more importantly, some actionable insights that will boost you in all markets. Reprioritizing your target accounts. Steve brings unique insights as to why and how sellers win and lose deals.

Social Selling 391

Social Selling LinkedIn Energy Enterprise 391

Sales Hacker

SEPTEMBER 25, 2024

Account-Based GTM The underlying architecture that most account-based strategies are based on a “pyramid-shaped” ABM deployment model has become outdated, yet it is still often leveraged. Fails to reflect a tiered account-based strategy, leaving the term “1:1 ABM” exorbitantly misinterpreted and misused across ABM leaders.

Account Based Marketing 109

Account Based Marketing Account Lead Rank Demand Generation 109

Zoominfo

SEPTEMBER 17, 2024

Account-Fit Score With AI becoming a necessity for sellers, many businesses are focusing on data accuracy — the old adage of “garbage in, garbage out” has never been more relevant, and sales leaders are quickly discovering that feeding poor-quality data to even the most sophisticated AI is a fast-track to failure.

Hiring 214

Hiring Data Prospecting Lead Scoring 214

Zoominfo

APRIL 17, 2025

Intelligent Insights for Smarter Selling ZoomInfo blends proprietary first-party data, insights into account and prospect activity, and real-time buying signals to deliver highly actionable, personalized recommendations. It harnesses member-driven insights to surface relevant account information, relationship context, and buying intent.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales Hacker

NOVEMBER 15, 2024

Maintain accountability loops Automation can lead to complacency if not paired with accountability. Hold reps accountable for maintaining these skills through metrics and performance reviews. TL;DR: Preserve skills, don’t replace them Identify skills automation might erode and map them to activities.

Outsourcing Services 113

Outsourcing Services Scale Cold Calling Hiring 113

Zoominfo

MARCH 2, 2021

Take a look at payment processing technology reviews and you can see why they are so popular amongst enterprises. Leading Payment Apps for Enterprise Businesses. These mobile payment processing apps are great for large enterprises: Shopify. Mobile payment processing apps can do much more for businesses.

B2B 244

B2B Nonprofit Enterprise Enterprise 244

Zoominfo

FEBRUARY 28, 2025

How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. As a result, Snowflake has increased its average sales price (ASP) by 11% and improved overall account penetration by 24%.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Sales Hacker

SEPTEMBER 22, 2023

Turning a free sign-up into an enterprise logo involves a multi-step process that requires careful planning, design, and execution. Set the right product limitations for your free account. To improve freemium conversion rates, it’s essential to set appropriate product limitations for free accounts.

Enterprise 120

Enterprise Enterprise Scale Lead Rank 120

Sales Hacker Training

APRIL 1, 2025

clarity, empowerment, and accountability can drive very good things.[00:01:00] 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. 85% of your customers being SMB and mid-market to at the end of that six years, it was 75%, uh, enterprise. One plus one is three.

Scale 71

Scale Microsoft Enterprise Enterprise 71

No More Cold Calling

JUNE 25, 2020

But only if your salespeople nurture their existing relationships, get referrals to other divisions in client enterprises, and build customer loyalty. Yet, 95 percent of companies don’t have a strategic, measurable referral system with accountability for results. Bottom line: Your current customers are ripe for new business.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Sales Hacker

JUNE 4, 2024

Applying the concept of neural networks to enterprise sales processes. 19:06) Applying the concept of neural networks to enterprise sales. (25:25) 49:02) The benefits of full-stack account executives in early-stage startups. (53:27) 19:06) Applying the concept of neural networks to enterprise sales. (25:25)

Enterprise 118

Enterprise Enterprise Networking Sales Process 118

Sales and Marketing Management

JUNE 27, 2019

This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. Amongst the plethora of enterprise AI solutions available, marketing platforms probably come to mind first.

Marketing 274

Marketing Lead Rank Lead Scoring Sales Qualified Lead 274

Zoominfo

NOVEMBER 5, 2020

Whether you are an outbound seller cold-calling new accounts, a customer success manager preparing for this month’s renewals, or a marketer running a targeted email or advertising campaign to generate leads, the insights that come from your company’s data drive decisions and action. . Especially in the enterprise. About EverString.

Lead Rank 246

Lead Rank Lead Scoring Ideal Customer Profile Oracle 246

Sales Hacker

APRIL 30, 2024

14:09 – Challenges Upwork faced in breaking into the enterprise. 17:53 – An enterprise strategy is a company strategy, not just a sales strategy. 25:48 – Deep diving into a $13M enterprise deal at CareerBuilder that led to $100M more. 37:00 – Listener question: Advice for improving enterprise win rates.

Enterprise 121

Enterprise Enterprise Scale Customer 121

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