No More Cold Calling

OCTOBER 5, 2017

When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. There are no shortcuts to account based sales development, and no technology solution replaces building trusted relationships. Referral selling is a skill and a behavior change for account based sales reps.

Referrals 279

Referrals Top of Funnel Account Scale 279

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

SalesFuel

FEBRUARY 14, 2025

Consumer goods manufacturers that sell to your local accounts are ramping up their retail media strategy. On average, these vendors pay for advertising on six retail media networks. Paid Search and Social In addition, about 25% of the typical vendors paid search and social marketing budget is earmarked for supporting retail partners.

Advertising 59

Advertising Advertising Vendor Retail 59

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. Customer Insights That Drive Innovation ZoomInfo didn’t enter the ABM market to be just another vendor.

Account Based Marketing 147

Account Based Marketing Intent Data Vendor Intent Signal 147

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 Uncovering untapped revenue demands that organizations rethink outdated methodologies, processes, and technologies that don’t focus specifically on optimizing revenue in strategic accounts.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

MTD Sales Training

MAY 3, 2020

You’re still classed as a vendor though and the deal is a business transaction rather than a business relationship still. You’re still viewed as a vendor but one that is top of the list. STAGE 2 – THIRD PARTY SUPPLIER. STAGE 4 – TRUSTED ADVISOR. This is ideally the position you want to be in. Happy Selling!

How To 350

How To Vendor Loyalty Call-back 350

Zoominfo

JULY 30, 2024

For ZoomInfo VP of RevOps Tessa Whittaker , that work has to start with the business strategy long before diving into a list of tools and vendors. Driving Adoption and Accountability Successful technology migration and adoption requires GTM leadership that is aligned and focused on accountability. ” she says. “I

Government 130

Government Webinar Metrics System Account 130

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

Sales and Marketing Management

FEBRUARY 12, 2020

Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. They can qualify and route leads, engage with existing accounts, and generate pipeline. Customers have more power and more information than ever?—?they they know what they want.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

The Pipeline

DECEMBER 11, 2018

Look at accountants, architects, financial service professionals, real estate agents, and almost all other professionals who have who have a chance to mess up their customers, is licensed, and required to continue to learn to maintain its license and right to practice. Vendors overemphasize selection criteria that aren’t important to buyers.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Zoominfo

AUGUST 2, 2020

Accuracy: Generally speaking, the closer a vendor is to the data source — the more accurate the data will be. If a vendor did nothing to maintain the accuracy of their data, they would have very few customers. The vendor should be able (and willing) to provide specifics. If you have questions or concerns, ask.

B2B 245

B2B Data Vendor Intent Data 245

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. Do know the industry of your target CIO. Be specific.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

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

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. So as you’re in a market for a while you’re reliance on “raw” lists from vendors should taper off and your focus should shift to your own “Rolodex”.

InsideView 322

InsideView Prospecting Hoovers Territories 322

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.

Intent Data 130

Intent Data Intent Account Data 130

Zoominfo

NOVEMBER 18, 2024

We’ve done the research to compare the top-rated website visitor identification software vendors — but first, here’s an overview of the definitions, features, and benefits of website visitor ID software platforms. provides account intelligence and analytics for B2B companies, using multi-channel intent signals to identify in-market buyers.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account 111

Account Retention Analytics Vendor 111

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

The Pipeline

JUNE 16, 2014

Every question he asked me was prefaced by telling me how great he and his company were, as though I should apply to buy from them, and I’d be more than silly if I didn’t, even when there are a dozen more vendors like him in a stone’s throw, or certainly a click of a mouse. What’s in Your Pipeline? Tibor Shanto .

Vendor 314

Vendor Buyer Meeting Sales Meeting 314

Bernadette McClelland

FEBRUARY 25, 2018

But here is what most of us sales folks seem unaware of: today’s business velocity and high levels of disruption means that markets mature more quickly, and maturing markets are now underpinned by the need for buyers to consolidate and reduce their vendor lists. So, which accounts should you target?

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

Steven Rosen

MAY 4, 2017

Training without accountability, measurement, coaching, reinforcement and tools to help implement the concepts is like surfing the net with the fastest computer but on a dial-up network. Most companies do not have inside training support for sales management development, so they hire external vendors. Shared Accountability .

Sales Management 276

Sales Management Hiring ROI Coaching 276

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

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. billion doing so, according to new analysis from ZoomInfo. billion estimate.

Analysis 246

Analysis CRM Remedy SalesForce 246

Zoominfo

MAY 27, 2021

Let’s begin with a very basic definition of intent data : Intent data shows which accounts and prospects are actively researching solutions on third-party sites. When research on a particular topic of interest is higher than usual, the account spikes on those topics. The Basics: What Exactly is ZoomInfo Intent? Oh, very interesting.

Intent Data 246

Intent Data Intent Data Top of Funnel 246

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). Aim for accountability and collaboration. Current pipeline.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

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

Sales 2.0

MARCH 30, 2014

It did not come from my personal account. It came from the corporate account. I guess that’s supposed to tell me you are stable and will be a good vendor for a long time but it rather reminds me we don’t have $50 million in funding. That’s some level of personalization. Someone in my company did. (It The email came to “Bruce”.

Tools 323

Tools Face-to-face Social Selling Banking 323

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. She believes the best account based sales development strategies combine social intelligence, relationship building, and referrals. The truth is, your clients and trusted colleagues won’t say no. Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

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. Wait, wasn’t lead-gen technology supposed to solve that problem?

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

No More Cold Calling

JUNE 25, 2020

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 ). Yet, 95 percent of companies don’t have a strategic, measurable referral system with accountability for results.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

DECEMBER 7, 2018

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. He chose the vendor his friend recommended. They are accountable for results, and their jobs are on the line. “It’s not what you know,” he told me. It’s who you know.”.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

DiscoverOrg Sales

FEBRUARY 6, 2018

Most (78%) sales and marketing professionals are already collecting data and using it to score accounts on the basis of fit, propensity, or readiness to buy. Fit data includes basic demographic, firmographic, and technographic information at the account and contact level. These include data points such as: Industry. Job function.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Partners in Excellence

JANUARY 7, 2025

A long time friend and colleague asked me to sit in a vendor meeting. What should we be looking at to improve our people’s ability to better engage our strategic accounts, expanding our footprint within those accounts, and becoming more of a strategic partner to those accounts.

Account 126

Account Lead Rank Lead Scoring Research 126

DiscoverOrg Sales

AUGUST 7, 2018

With visibility limited to digital behavior tracked on your own corporate website, lead and account scoring provides a purview to a fraction of the opportunities developing all around. Intent data” is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic. Website visits.

Intent Data 313

Intent Data Intent Data Lead Rank 313

Sales 2.0

JULY 8, 2022

They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal. These people could be investors, clients or vendors to your target firm.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370