DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. 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. But they’re not asking for help from your sales team.

Intent Data 313

Intent Data Intent Data Lead Rank 313

SalesFuel

MARCH 17, 2025

A new Valpak study, done with PureSpectrum, uncovers the challenges these accounts are facing. They might understand the need to advertise. But the Valpak research reveals that business owners fear the cost of advertising will outweigh the benefits. These SMB owners dont have time to study the market and their competitors.

Direct Mail 59

Direct Mail Lead Scoring Lead Rank Leads 59

Alice Heiman

JULY 18, 2023

Before starting SuccessKit, he learned to use case studies to sell and realized that his company didn’t have a way to produce these. Knowing that all salespeople need case studies throughout the sales cycle, SuccessKit was born. It paid off. He started his career in tech sales, moved to management, and then founded SuccessKit in 2016.

Case Study 116

Case Study Study Closing Hiring 116

Nutshell

JUNE 5, 2020

Thanks to excessive entertainment, reams of content, and a barrage of advertisements, we’re swamped with information that we struggle to process. To get your creative juices flowing, I’ve listed five surprising sales case studies to inspire your next “out-of-the-box” campaign. When we guess right, we switch off. The rap was a success.

Case Study 96

Case Study Paid Content Study Ideal Customer Profile 96

Zoominfo

JANUARY 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Your content should present your brand as a thought leader.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Hubspot Sales

SEPTEMBER 12, 2024

We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions. While the pandemic normalized remote work, I still find in-person meetings at conferences and tradeshows crucial to building real relationships with your prospects and gaining their trust. Table of Contents What Is a B2B Buyer?

Hubspot 116

Hubspot B2B Buyer Data 116

Zoominfo

JULY 16, 2018

Case studies: Why are case studies an effective webinar format? Case studies provide social proof that your product can deliver. In fact, 42% of B2B buyers find case studies to be valuable in the late stage of the buying process ( source ). Sales-ready leads want concrete details on product ROI and benefits.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

SalesFuel

FEBRUARY 10, 2025

As you pitch your services and media space to prospects, let them know how high growth accounts succeed. Market Conditions The Hinge Research Institutes 2025 study of High Growth firms includes input from 770 businesses representing a wide cross-section of industries. The average budget for all businesses in the study amounts to 7%.

Paid Content 59

Paid Content Outsourcing Services Marketing Social Media 59

SBI Growth

SEPTEMBER 9, 2012

I spent a good part of my career in marketing including leading account teams for an advertising agency as well as directing corporate marketing. Acquiring content writing as skill for your team cannot be done the same way other skills have been added. This approach was ideal for push marketing of the past.

Lead Generation 306

Lead Generation Outsourcing Services Lead Scoring Lead Rank 306

Sales and Marketing Management

MAY 31, 2018

Studies suggest that young adults use up to three different devices every day and many feel naked if they leave the house without their phones. Studies show that up to 78 percent of mobile searches result in conversions. Make sure that your website looks well and performs flawlessly regardless of the devices that prospects are using.

Paid Content 185

Paid Content Small Business Small Business Marketing 185

Zoominfo

OCTOBER 21, 2018

Webinars: Regularly hold and record webinars for your customers and prospects. Similar to vlogs, webinars provide your prospects with a relevant, educational experience. When executed correctly, webinars can foster deep levels of engagement by facilitating two-way communication between your brand and your prospects.

Webinar Metrics 157

Webinar Metrics Video Strategy Marketing 157

DiscoverOrg Sales

JANUARY 1, 2018

Difficulty tracking digital marketing/advertising efforts. CASE STUDY] Data-Agnostic? Pain point #3: Difficulty tracking digital marketing/advertising efforts. Difficulty tracking digital marketing/advertising efforts was a major pain point – and has consistently remained so – for the past two years.

Trends 184

Trends Advertising Advertising Survey 184

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Pointclear

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. More information and links in the blog. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 223

Social Media Media B2B Decision Maker 223

DiscoverOrg Sales

NOVEMBER 27, 2017

Target your best-fit prospects. In order for your message to be relevant, it has to speak to a prospect’s specific situation. And no one has resources to waste on poor-fit prospects. Engage these good-fit prospects via email, PPC ads, or social media. Engage these good-fit prospects via email, PPC ads, or social media.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Sales and Marketing Management

APRIL 24, 2020

Here are just a few ways for you to use data in sales and marketing: Lead Scoring: Once you determine the key data points that help you decide if a lead is most likely to become a prospect and, ultimately, a customer, use analytics to score leads. This will help guide your marketing efforts and where you should place content and advertising.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Zoominfo

JANUARY 16, 2019

In decades past, the world of marketing was dominated by print advertisements in newspapers and magazines. These antiquated marketing tactics had one thing in common: They put the product front and center, with clever presentations intended to entice prospects to become paying customers.

Marketing 202

Marketing Advertising Advertising Face-to-face 202

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Stale data and lack of differentiation could be two major culprits.

Ideal Customer Profile 122

Ideal Customer Profile Prospecting Lead Scoring Lead Rank 122

DiscoverOrg Sales

MAY 7, 2019

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING. Department.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

SalesFuel

NOVEMBER 7, 2024

I spent years touting the sight, sound, motion, and emotion of television advertising in a local, traditional media environment. Specifically, I was selling to advertisers the viewers of programs adjacent to these television commercials. According to a study by Wyzowl, 84% of consumers have shared a brand's video on social media.

Video 59

Video Tools Advertising Advertising 59

Zoominfo

NOVEMBER 20, 2018

In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. In fact, studies show it takes an average of 6 to 8 touchpoints to simply generate a lead ( source ).

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

DiscoverOrg Sales

JUNE 19, 2018

To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects. Sales professionals have access – in between your cold calls and rejections – to priceless data that other teams do not: raw feedback from real life prospects.

Buyer Persona 214

Buyer Persona Marketing Collateral Scale 214

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. pricing page, case studies).

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Sales Hacker

JUNE 11, 2020

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. Prospecting is something every sales organization needs to master. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.

Inbound 115

Inbound Outbound Ideal Customer Profile Top of Funnel 115

Sales Hacker

APRIL 8, 2020

Credibility helps you stand out and build trust with prospects who are complete strangers to you. Keep reading to learn how to overcome a credibility gap, plus five things you can do to create credibility with your ideal prospects — even if they’re perfect strangers. You have an active presence on every channel your prospects use.

Closing 139

Closing Top of Funnel Social Media Prospecting 139

Zoominfo

SEPTEMBER 9, 2020

There are simple, yet critical questions that every lead acquisition program needs to have answered up front before prospecting commences: Who stands to benefit from your solution? There are two distinguishing factors that help separate the universes: Common pain points: How can your solution resolve issues and challenges your prospects face?

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Hubspot Sales

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. Lead with a helpful, customized prospecting message. Craft customized questions to uncover the prospect's pain. Buyers don’t want to be prospected, demoed, or closed.

Inbound 140

Inbound Top of Funnel Outsourcing Services Hiring 140

Zoominfo

AUGUST 19, 2018

According to one recent study, 93% of B2B marketers reported social media as the most utilized marketing tactic of their teams ( source ). The right candidate will use their social strategy to drive leads—organic and paid—through content distribution, brand recognition, and paid advertising programs. Manage your online reputation.

Hiring 174

Hiring Social Media Media Distribution 174

DiscoverOrg Sales

JUNE 8, 2017

And in fact, a study by Forbes & Brainshark notes that 72% of companies that surpassed revenue targets by 25+% “have a defined sales enablement function.”. This simple example shows how marketing and sales can align to efficiently identify which prospects are worth Sales’ time. Marketing-generated awareness.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

Zoominfo

JULY 17, 2018

This format allows companies to engage with prospects and customers and receive feedback in real-time. For example – let’s say you spend a large portion of your advertising budget on paid search ads. Recent studies suggest that 20% to 40% of webinar attendees turn into qualified leads ( source ).

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

No More Cold Calling

MARCH 8, 2019

The prospect trusts them, and that trust is transferred to you. Women also excel at quota attainment, according to a study by Xactly. Have amazing intuition and trust it (They’re not afraid to walk away if a prospect is not a fit or if they identify a PITA client.). The same is true when someone refers you. They trust you.

Hiring 247

Hiring Referrals Networking Conference 247

Zoominfo

JUNE 24, 2020

Well, for starters, inbound prospects, by definition, choose themselves as leads. They’ve identified a business problem or opportunity, and after educating themselves on available options in the marketplace, the prospect has identified your company’s solution as a potential suitor to invest in (Congrats!).

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Sales Hacker

APRIL 1, 2020

I hate to break it to you, but prospects in your target accounts have the same reaction to your sales messages. In this article, we’ll explore how this reaction impacts your bottom-line results, and then I’ll dive into an alternative that you may not have considered — direct mail prospecting and gifting. And you’re not alone.

Direct Mail 95

Direct Mail Prospecting Face-to-face Channels 95

Zoominfo

JULY 9, 2019

Because customer-created content is an effective way to convince an audience of a product’s value and thus, convert more prospects into paying customers. Consider these statistics: 89 percent of marketers say that customer testimonials and case studies are the most effective content forms for influencing purchases ( source ).

B2B 180

B2B Retail Segment Scale 180

SocialSellinator

SEPTEMBER 23, 2021

That's because it's a quick and efficient way to reach out to prospects and share your business updates with local customers. Easily one of the top tips is the lookalike audience and it's is one of Facebook advertising's best features. Tip #5: Use Relevant Hashtags in Advertising Posts.

Paid Content 145

Paid Content Small Business Small Business Facebook 145

Sales and Marketing Management

JANUARY 23, 2019

Multiple market studies have proved that AMPs rank higher on mobile than any other web pages. If you don’t jump into the AMP wagon now, you may have a lot of catching up to do when your competitors will be running away with nearly all of your online prospective customers.

Lead Scoring 196

Lead Scoring Lead Rank Google Guarantee 196

Act!

FEBRUARY 20, 2025

Data-driven sales strategies let you focus your resources on prospects with the highest chance of converting. Instead of chasing every lead, your team can focus on prospects who align perfectly with your product or service. Studies show that 97 percent of sales professionals consider an integrated CRM system vital to their success.

Data 52

Data Top of Funnel Strategy Lead Scoring 52