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

SBI Growth

JANUARY 10, 2020

in the B2B world, people tend to not focus on the experiences of who specifically those buyers are, because they’re working an agreement network. Skip to minute 24.42 [link] to hear Scott discuss the opportunities to drive customer experience with digital strategy. And it’s not a static journey, it’s a flow.

Enterprise 240

Enterprise Enterprise Customer Segment 240

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. Buyers expect timely, relevant, and trustworthy outreach. The ZI 5000 changes that. This is more than a list.

Ideal Customer Profile 130

Ideal Customer Profile Company Scale Enterprise 130

Zoominfo

OCTOBER 9, 2024

The platform focuses on simplifying buyer journeys and delivering efficient customer experiences to accelerate time to revenue. The platform specializes in validating and resolving company and buyer information across various business scales, from enterprise to micro-business levels.

Software 130

Software Software Account Data 130

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. Buyers are putting more emphasis on trust now than ever. Buyers consider referrals an important part of sales prospecting too. It’s your #1 B2B lead generation strategy.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Zoominfo

APRIL 17, 2025

These platforms further enhance sales execution with embedded conversation intelligence, engagement, and orchestration tools, alongside timely alerts for buyer engagement surges or role changes to ensure your team is maximizing outreach to contacts who are primed to buy.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

The Pipeline

MAY 18, 2021

It’s not news that the buy side has more stakeholders involved , representing the varied interests of a modern enterprise. As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. By Tibor Shanto.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Zoominfo

AUGUST 6, 2024

KEY FEATURES: Growth Intent Data and sales intelligence triggers for targeted prospecting Integrated email and SMS engagement for streamlined outreach Buyer intent data integration for identifying potential customers Three-pronged data verification system ensuring high accuracy rates Learn More About Lead411 9.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

SBI

AUGUST 17, 2021

Damien : Sales intelligence and buyer intent data help customers shorten sales cycles, increase win rates, and save time by streamlining research and enabling them to focus on prospects who are actively shopping for what they sell. Q: What is the impact on organizations that adopt sales intelligence and buyer intent solutions?

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Hubspot Sales

AUGUST 20, 2024

Over the last decade in B2B, I’ve been on both sides of the equation as a seller and a buyer, and I can promise you that it’s a huge problem there as well. How to Avoid Choice Paralysis Whether you’re buying enterprise software or deciding which car to buy, complex choices aren’t going anywhere.

Examples 111

Examples Conversion Customer Licensing 111

Force Management

MARCH 28, 2024

Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. We call this charting the buyer landscape. The best revenue teams have the cross-functional credibility and willingness to have multi-faceted sales conversations that drive a collective “YES” from all stakeholders.

Buyer Persona 136

Buyer Persona Buyer Decision Maker Strategy 136

The Pipeline

JUNE 3, 2020

So, what is an enterprising seller to do? The more you can demonstrate that thinking and attitude to prospects and buyers, the more they will trust you. I haven’t sold or lived through a pandemic, 40 million unemployed, with many expected to stay that way. You need to trust in you! Still Early Days.

Sage 361

Sage Airlines Enterprise Enterprise 361

Sales Hacker

NOVEMBER 15, 2024

It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Pattern recognition: Manually analyzing buyer behavior or segmenting customer needs. Measure discovery call depth and identify gaps in how questions connect to buyer needs.

Outsourcing Services 113

Outsourcing Services Scale Cold Calling Hiring 113

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. Establishing an inside sales team can enhance freemium conversion rates for enterprise-level B2B products by focusing on identifying and directly engaging high-priority leads. Anyway, let’s get into it.

Enterprise 120

Enterprise Enterprise Scale Lead Rank 120

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Allego

FEBRUARY 20, 2025

AI-driven automation, digital-first buyers, and rising expectations are reshaping the way sales teams operate. Buyers now demand hyper-personalized experiences and seamless self-service options. Buyers expect more, AI is reshaping workflows, and traditional sales tactics are losing their impact. In 2025, its a necessity.

Trends 62

Trends Sales Enablement Buyer Lead Rank 62

Sales Hacker

JUNE 4, 2024

How to train your sales team to sell to highly technical buyers and decision-makers. Applying the concept of neural networks to enterprise sales processes. 19:06) Applying the concept of neural networks to enterprise sales. (25:25) Highlights: (10:27) Robert’s background and early involvement in AI startups. (15:09)

Enterprise 118

Enterprise Enterprise Networking Sales Process 118

Zoominfo

FEBRUARY 18, 2025

ZoomInfo Copilot leverages AI to prioritize accounts, surface key engagement signals, and deliver real-time insights on buyer intent, ensuring reps reach out at the right moment. Buyer Intent Signals: Identify high-priority prospects based on real-time data, including website visits and engagement patterns. Learn More about Outreach 7.

Outbound 130

Outbound Software Software Buyer Intent 130

Zoominfo

FEBRUARY 10, 2021

Small companies and enterprises saw the reverse trend, seeing increases in new launches in 2020. Enterprise firms do the best at innovating new products compared to the total number of businesses. Large companies also tend to have specialized tech stacks that promote sales and innovation — for example, enterprise CRM systems.

Company 246

Company Face-to-face Enterprise Enterprise 246

Zoominfo

MARCH 26, 2025

A large enterprise can have hundreds of entities worldwide. Knowing who owns what and which entity is the true buyer is like trying to hit a moving target with your eyes closed. Because business today operates at a speed and scale most tools and teams arent built to comprehend.

Data 130

Data Revenue Scale Territories 130

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. and better understand the customer decision journey.

Marketing 274

Marketing Lead Rank Lead Scoring Sales Qualified Lead 274

Sales and Marketing Management

OCTOBER 31, 2018

In today’s modern marketplace, enterprises must be able to confidently quantify and convey which content and messaging should be provided to sales reps in order to drive revenue and engage buyers. Yet, chances are most organizations are missing out on a substantial opportunity to boost their sales revenue. The Holy Grail.

Face-to-face 243

Face-to-face Enterprise Enterprise Sales Qualified Lead 243

Pipeliner

MARCH 12, 2025

Chris has spent his career assisting smallto medium-sized enterprises improve their sales leadership and client retention. Instead, he uses questions and psychological knowledge to benefit salespeople and buyers. Genuine Interest: Salespeople should not concentrate on the end of the deal but rather on the buyer’s needs.

Video 105

Video Training Lead Rank Lead Scoring 105

Zoominfo

JULY 12, 2021

But then, unexpectedly, the buyer pushes back, not sure if this is the best time. Asking your CEO to step in can make a would-be buyer feel important and provide reassurances about the deal — particularly if executives at their company are involved. We needed that new voice and we needed that CEO title to get [the buyer] to open up.”.

Closing 246

Closing How To Call-back Buyer 246

Sales and Marketing Management

OCTOBER 12, 2020

And expect that revenue will tilt for a while toward growth from existing customers rather than new logos because, in times of uncertainty, buyers tend to go to the vendors they know. Even in today’s digital world, enterprise technology sales remains a largely in-person business. The all-virtual sales model is a big change.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. During an enterprise software pitch, a prospect threw out an unexpected question one that shifted the conversation in the wrong direction. Its difficult to connect with a buyer who's on a different one. call every day.

Gatekeeper 98

Gatekeeper Decision Maker Ideal Customer Profile Real Estate 98

Zoominfo

MAY 18, 2022

Just as building a home starts with a foundation, building an enterprise database starts with a ZoomInfo Data Cube. ZoomInfo RevOS: Accelerate Your Pipeline Data-driven solutions that connect your business to buyers at every stage.

Ideal Customer Profile 130

Ideal Customer Profile Data Enterprise Enterprise 130

Zoominfo

MAY 18, 2022

Just as building a home starts with a foundation, building an enterprise database starts with a ZoomInfo Data Brick. ZoomInfo RevOS: Accelerate Your Pipeline Data-driven solutions that connect your business to buyers at every stage.

Ideal Customer Profile 130

Ideal Customer Profile Data Enterprise Enterprise 130

Zoominfo

NOVEMBER 20, 2020

SMACT Works provides strategy, management, consulting and managed services for digital, data & analytics, Cloud and Enterprise Technologies. Founded in 2013, SMACT works as a leading management and enterprise IT services company. link] pic.twitter.com/zez4telirZ — ZoomInfo (@ZoomInfo) October 27, 2020.

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies. This makes sense when selling to enterprise companies, since the bigger the corporation, the more decision makers are generally involved in the buying process. Information needed for outreach.

Account 276

Account Top of Funnel Decision Maker Segment 276

Zoominfo

OCTOBER 29, 2020

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs. Why Divide Enterprise and SMB Sales?

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

No More Cold Calling

JULY 20, 2017

This is true for everyone, but even more so for account based selling teams, whose job is to build relationships, land and expand within enterprises, and garner referral introductions. Use technology to facilitate your sales process—to conduct research, find referral sources, organize information, and provide buyers with valuable information.

Account 285

Account Referrals Lead Generation Cold Calling 285

Sales 2.0

AUGUST 1, 2023

The first two give some practical advice on adopting a more buyer-centric mindset. Enterprise selling requires a plan Many companies want bigger clients but are they willing to do all the hard work needed to land an enterprise account? Do you need an Enterprise Selling Plan (ESP)? Are you authentic?

Scale 195

Scale Enterprise Enterprise Outbound 195

Zoominfo

MARCH 4, 2021

Lead generation is the practice of capturing interest from potential buyers to purchase your product or service. You want to be on top in your market, but it’s more difficult when you’re pitted against enterprises. Let’s take a look at why SMBs need a lead generation strategy and how to build one for consistent business growth.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Hubspot Sales

APRIL 1, 2025

Despite their misleading name, AI agents were designed to assist, enhance, and optimize the operations and workflows of various businesses, especially enterprise-level ones. As I mentioned earlier, AI agents are relatively new to enterprise-level companies. I know I sound cryptic AF, so allow me to explain further.

Enterprise 52

Enterprise Enterprise Lead Rank Data 52

Hubspot Sales

MARCH 13, 2025

This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. But mid- to low-level buyers have the tools to evaluate offerings on their own in fact, 96% of prospects do their own research before talking to a human sales rep.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95