Sales and Marketing Management

MARCH 4, 2018

The fact is retaining best customers remains a challenge for sales and marketing professionals, leading to wasted time and money. Assign employees who do the actual client work, including marketers, to interact directly with customers – eliminating or greatly limiting involvement of customer service or account representatives.

Customer Service 286

Customer Service Retention Hiring Account 286

Zoominfo

NOVEMBER 14, 2024

When we launched ZoomInfo Marketing in 2022, our goal was to bring ZoomInfo’s unparalleled B2B data and insights to demand generation and marketing teams. We believe this rapid journey both validates our initial vision and reinforces our commitment to innovation as we continue to grow and serve B2B marketers everywhere.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

Sales and Marketing Management

JANUARY 26, 2018

Author: Stephanie Kidder, Chief Marketing Officer, Azalead You Could Do With Less Leads, But You Do Need to Reach More People. When it comes to effective B2B marketing, sometimes less is more, and sometimes more is more, but it may not always be so obvious. Why shouldn’t marketing do the same? Let’s start with why less is more.

Account Based Marketing 236

Account Based Marketing B2B Marketing Buying Cycle 236

SalesFuel

FEBRUARY 14, 2025

Consumer goods manufacturers that sell to your local accounts are ramping up their retail media strategy. This strategy encompasses shopper marketing tools such as trade promotions and co-op advertising programs. On average, these vendors pay for advertising on six retail media networks.

Advertising 59

Advertising Advertising Vendor Retail 59

Zoominfo

JULY 30, 2024

Revenue operations (RevOps) professionals are an increasingly important voice on go-to-market teams, with analysts predicting 75% of the highest-growth companies will soon employ a RevOps strategy. And one of the clearest ways to deliver that value is through evaluation of a company’s go-to-market technology stack. ” she says. “I

Government 130

Government Webinar Metrics System Account 130

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Revenue teams – Companies will move beyond simply aligning sales and marketing toward revenue teams? super teams that include customer success in the same organization as sales, marketing and operations.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

APRIL 17, 2025

When its time for go-to-market strategy to become revenue reality, todays most innovative GTM teams know that intelligence makes all the difference. So how different would your team structure, campaign design, and competitive advantage be if you had rich, accurate Go-to-Market Intelligence on 5,000 of the worlds most important companies?

Ideal Customer Profile 130

Ideal Customer Profile Company Scale Enterprise 130

Zoominfo

MAY 5, 2021

If you were a marketer twenty years ago, you would have given anything for this scenario. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. Years ago, marketers primarily segmented their audiences by age range—mainly because the data to get super granular didn’t exist back then. “As

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. That starts with going after the right accounts that match your ideal customer profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 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

Smooth Sale

DECEMBER 18, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: The Long-Lasting Impact of Sensory Marketing Do your marketing efforts focus on audio-visual presentations, such as print ads, radio spots, and videos on TV and the Internet? Additionally, taste accounts for 1%, touch 1.5%, and smell 3.5%.

Marketing 88

Marketing Influencer Loyalty Remedy 88

Sales and Marketing Management

JANUARY 5, 2018

Author: SAM MELNICK VP OF MARKETING, ALLOCADIA At Allocadia, we’re keen on asking the following question: Where will you focus your time in 2018?—?running running marketing, or doing marketing? Doing marketing” refers to the execution of marketing. Doing marketing” refers to the execution of marketing.

Enterprise 214

Enterprise Enterprise Marketing Microsoft 214

Zoominfo

NOVEMBER 18, 2024

A well-designed, high-performing website is the cornerstone of modern digital marketing. Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. What is Visitor Identification Software?

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. The vendor only presented the two solutions discussed and nothing else. Don’t make a discovery sales call to the CIO.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

Sales 2.0

SEPTEMBER 24, 2014

Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. For example, in our business there is an association for hospital marketers and we’ve found the list of members very useful. Marketers don’t.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Zoominfo

AUGUST 2, 2020

B2B data is enterprise-focused information used to improve sales and marketing campaigns. Fit data helps marketers score and segment prospects into personas suitable to be in your customer base. Accuracy: Generally speaking, the closer a vendor is to the data source — the more accurate the data will be. What is B2B Data?

B2B 245

B2B Data Vendor Intent Data 245

No More Cold Calling

JUNE 25, 2020

How’s that for attracting new clients in a highly competitive market? 2 percent of business buyers prefer to work with vendors who have been recommended by someone they know, and 73 percent prefer to work with salespeople who’ve been referred (Source: IDC and LinkedIn ). Analyze your B2B marketing strategy. Think about that.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Zoominfo

NOVEMBER 6, 2023

By uniting the two, B2B marketers can transform a traditional account-based marketing strategy into a comprehensive go-to-market approach that can scale across an entire company. The criteria remain constant, but the accounts and individuals may shift over time depending on whether they meet that criteria.

Account Based Marketing 147

Account Based Marketing Ideal Customer Profile Intent Data Scale 147

Zoominfo

FEBRUARY 28, 2025

For more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every go-to-market strategy. Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board. Bottom line?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Sales and Marketing Management

FEBRUARY 3, 2021

And like all good markets, this trend, too, demanded that businesses get matched to these segments and audiences. This is where a tool like marketing automation comes into the picture! What Marketing Automation Achieves. There are a number of ways to define marketing automation: A workflow. A process.

Marketing 177

Marketing Segment Lead Rank Lead Scoring 177

DiscoverOrg Sales

AUGUST 7, 2018

Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. Intent data” is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic.

Intent Data 313

Intent Data Intent Data Lead Rank 313

Zoominfo

JULY 22, 2018

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. But, how can marketers comply with the varying preferences of their individual buyer? Enter: Multichannel marketing. And the best part?

Marketing 189

Marketing Retail Channels Social Media 189

Zoominfo

MAY 23, 2023

You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions. But today’s best-performing go-to-market (GTM) teams are increasingly using intent data to focus their efforts on the accounts that are the most likely to close a deal. Here’s how it works.

Intent Data 130

Intent Data Intent Account Data 130

Bernadette McClelland

FEBRUARY 25, 2018

He says, ‘ Very few people in the business world seem to realize that the number #1 factor that is impacting sales performance today is shrinking target markets. Unless you happen to be lucky enough to be working in an early growth market, then your total addressable market (TAM) is not as big as you think it is.

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

Zoominfo

MAY 27, 2021

Imagine, however, that on top of having access to a universe of sales and marketing data, you could sift through it all quickly to zero in on just those in-market prospects on the hunt for a solution like yours — actively doing more research online for a problem that you can solve. Without benefiting from it through sales.

Intent Data 246

Intent Data Intent Data Top of Funnel 246

DiscoverOrg Sales

JANUARY 29, 2018

May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect. We think the GDPR, based on its plain language, does not apply to B2B marketing under this test, because the offer is to the employer, not the employee. The GDPR deadline is looming.

Data 215

Data Marketing Ideal Customer Profile B2B 215

Zoominfo

SEPTEMBER 20, 2018

What makes a marketer successful? The marketing industry lives in a constant state of evolution. Today, we take a close look at the most essential skills modern marketers must possess to keep up with the current marketing landscape. Hard Skills for B2B Marketers. Let’s get into it! Data analysis. Data analysis.

Marketing 193

Marketing Social Media Hiring B2B 193

Sales 2.0

JUNE 29, 2014

Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors. This feature alone could save you tons of time if you want to keep up with the Tweets at your target accounts.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

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. Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

DiscoverOrg Sales

JULY 11, 2017

Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. It’s always fascinating to listen to these buyers share their honest thoughts about how they made their decisions and why they selected the vendors they did. The research goals were to 1.)

Study 206

Study Buyer B2B Vendor 206

Hubspot Sales

MARCH 13, 2025

Why Teams Miss Revenue Targets How to Set Revenue Goals How to Meet Revenue Targets A revenue target takes into account what you made in a prior period (say, last year) and aims to increase it by a specific percentage (for example, 10-20% more than last years actual revenue). Table of Contents What are revenue targets? Current pipeline.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Zoominfo

MARCH 10, 2021

So the company begins defining requirements for new CRM software, and two months later selects a vendor. These figures account for a combination of companies installing CRMs for the first time and other organizations switching CRM vendors. market share in the CRM industry, according to prior analysis from Gartner.

Analysis 246

Analysis CRM Remedy SalesForce 246

Zoominfo

APRIL 17, 2025

Top Sales Tools for 2025 Breaking down the top sales tools means sorting the market into key categories that satisfy the top needs of your B2B sales team. It harnesses member-driven insights to surface relevant account information, relationship context, and buying intent. Seamless.AI Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

DiscoverOrg Sales

FEBRUARY 6, 2018

B2B sales pros and marketers swim in an ocean of information. We asked over 200 sales and marketing professionals about 78 data points (and “secret sauce” combinations of data points) in a comprehensive survey, Breaking Open the Predictive Black Box: Which Data Points Actually Lead to Higher Conversion Rates and More Sales?

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

DiscoverOrg Sales

SEPTEMBER 21, 2017

Prioritize accounts for sales development. A common issue for sales development is knowing which accounts to go after first. There’s nothing worse than hearing back from a key prospect at a target account and learning that they just purchased from your competitor. Monitoring as an Account Executive.

Outbound 215

Outbound Hiring Account Campaigns 215

No More Cold Calling

DECEMBER 7, 2018

When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear all about the advantages of using his technology. When Wes was considering a new vendor, he spoke to a fellow VP at another company—a friend with whom he regularly meets to bounce around ideas. Boy, was I wrong!

Referrals 310

Referrals How To Cold Calling Lead Generation 310