Zoominfo

AUGUST 6, 2024

Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels. Integration : Most lead capture tools seamlessly integrate with CRM systems and other marketing automation platforms, creating a cohesive ecosystem for lead management.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. There is no mistaking a rejection on the phone, but with those other softer tools, you can tell yourself they’re just ignoring you, maybe next time. By Tibor Shanto. Best Defence Is a Good Offence.

Objections 267

Objections Prospecting SME Cold Calling 267

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Zoominfo

AUGUST 27, 2024

This is the value of marketing account intelligence software. By leveraging the power of data and advanced analytics, marketers are able to develop targeted lists of accounts that perfectly align with their ideal customer profiles. This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Software 130

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. Sound familiar? Who are your best customers?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Zoominfo

DECEMBER 6, 2024

Efficiently managing leads and routing them to the right accounts is a challenge for many companies, no matter the size. Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

No More Cold Calling

JANUARY 9, 2020

All of us perform our best when we are held accountable and have the tools to succeed. The job of a sales manager is to provide reps with the tools to succeed. It’s to give them the tools to do their jobs and then get out of their way. I blame the sales manager for having the wrong priorities.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 128

CRM Tools Ideal Customer Profile Prospecting 128

SBI Growth

NOVEMBER 18, 2019

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities? Arriving at a list of target accounts is a multi-step process based on ideal fit,

Intent Signal 259

Intent Signal Intent Resources Segment 259

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. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Sales and Marketing Management

JANUARY 21, 2019

Author: Sabrina Ferraioli “A trend gains power over time, because it’s not merely part of a moment, it’s a tool, a connector that will become more valuable as other people commit to engaging in it.". — Seth Godin. Automated sales prospecting. Sales prospecting tools, such as Pipedrive, Vainu.io

Trends 297

Trends B2B Social Media Telemarketing 297

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. There are many lead mining tools and platforms available today. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. The result?

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

The Pipeline

JULY 7, 2021

No doubt we all want greater quality prospects, than just more things in the pipeline. But there is no denying that a lack of quality prospects leads to the same poor results. I firmly believe that with numbers come accountability. Simple questions, like of ten prospects who enter Discovery, how many will take a proposal.

Discount 361

Discount Quota Sports Objections 361

Zoominfo

OCTOBER 31, 2024

AI tools are reshaping the way salespeople tackle their day-to-day work, automating many of the core business development tasks that have eaten away at the average sellers’ day. Predictive Insights: Let AI Identify High-Value Prospects AI’s predictive capabilities are perhaps its most exciting feature for sales teams.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

NOVEMBER 5, 2024

Good sales timing isn’t just about being first to respond when a prospect fills out a form or browses your pricing page. Sellers must also understand where the prospect is in the buyer’s journey and provide them with the right kind of engagement — that delivers the best-possible value — at that precise moment.

Account 130

Account Top of Funnel Lead Rank Lead Scoring 130

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Of all the B2B lead generation tools at your disposal, referral selling is the most effective and least expensive. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

Zoominfo

JANUARY 27, 2021

If only you could clone the best customers produced from your account-based marketing campaigns… Well, you basically can, using a well-known and effective trick in the B2C toolbox that B2B types should be eager to adopt: lookalike audience targeting. What is a Lookalike Audience? Facebook Lookalike Audiences. And How do They Work?

B2C 264

B2C Ideal Customer Profile Account Based Marketing Lead Rank 264

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I I was working on an account and had talked to someone a little bit lower in the organization. Reaching a dead end when bringing in a new sales account is nothing new. Enter the multi-threaded sales approach, which takes this reality into account.

Hiring 264

Hiring How To Inbound Outbound 264

Zoominfo

JUNE 21, 2024

In a ruthlessly competitive market, deep account knowledge can tip the scales between a stalled deal and a successful sale. Enter ZoomInfo Copilot , an AI-fueled sales tool that effortlessly summarizes the essential information for any account, giving sellers the ability to engage confidently and win more deals. Sell Smarter.

Account 130

Account Scale Call-back Competition 130

Zoominfo

JUNE 21, 2024

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. These spikes show a growing curiosity about your products or services — making it the ideal moment to reach out and engage with prospects.

Intent Signal 130

Intent Signal Account Buyer Decision Maker 130

DiscoverOrg Sales

DECEMBER 4, 2017

Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. From digging through LinkedIn for org charts, guessing at email addresses, and scouring the internet for news about a prospective company or contact, salespeople spend a significant amount of time on research.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

FEBRUARY 12, 2024

In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. If you’re looking to assemble a new sales operations tech stack — or simply want to upgrade your existing tools — this comprehensive guide to the key categories can help. What Are Sales Operations Tools?

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

Sales and Marketing Management

FEBRUARY 8, 2021

These are useful tools, but we’re long past the era where companies can rely solely on them to drive business. When others are not being innovative with the video phenomenon occurring in communications, it’s your chance to stand out by sending personalized video emails to your prospects. Video is an incredibly powerful format.

Quota 296

Quota Channels Decision Maker Cold Calling 296

Zoominfo

JUNE 8, 2021

gives ZoomInfo customers the ability to listen to and detect interesting activity on their websites, then engage with prospective buyers through intelligent chat experiences. Without the right tools, you simply can’t expect sales reps to know every detail about your prospects and customers. Why We’re Acquiring Insent.ai.

Ideal Customer Profile 58

Ideal Customer Profile Sales Qualified Lead Scale Marketing 58

Zoominfo

SEPTEMBER 2, 2021

The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business. For example, reps can watch for keywords in conversations that historically indicate a prospect is more likely to buy, while sales managers can better coach their teams by reviewing call trends.

Data 52

Data Scale SalesForce Forecasting 52

Zoominfo

SEPTEMBER 6, 2023

We’ve put together a list of the 10 most important post-event priorities to help you turn attendees into prospects and customers. Keep Your Finger on the Pulse of Interesting Accounts. Get notified when decision-makers enter and exit your accounts so you can be proactive in your engagement with the right message at the right time.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

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

Sales 2.0

MAY 6, 2020

Prospecting : How well does your prospecting process work? Account targeting : Are you targeting ideal clients? Do you manage the development of proposals as a joint process with your prospect, leading to a high close rate? Do they have time blocks for key activities, like prospecting? Do you track time?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. In turn, sales and marketing efforts — from prospecting to running email campaigns — are less effective.

Data 251

Data B2B Churn Buyer Persona 251

No More Cold Calling

JANUARY 16, 2020

It’s a lonely world for account executives. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. All of us perform our best when we are accountable and have the tools to succeed.

Referrals 328

Referrals Sales Management Hiring Scale 328

The Pipeline

FEBRUARY 12, 2019

Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. We use a simple tool, The Activity Calculator , that allows individuals to tailor a success plan based on their skills and ratios. They need to know: Average deal size (or annual value of an account).

Closing 292

Closing Quota Proposal Face-to-face 292

Sales and Marketing Management

MAY 15, 2020

While making sales is, of course, the cornerstone of our profession, making purchases during this time is far from a priority – or even a possibility – for many of our prospects. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

SalesFuel

OCTOBER 2, 2024

If you're aiming to win new accounts faster, it takes more than just a quick pitch. In this blog, SalesFuel provides five actionable tips to help you secure new accounts quicker and more effectively. In this blog, SalesFuel provides five actionable tips to help you secure new accounts quicker and more effectively.

Account 103

Account ROI Hiring Trends 103