Sales 2.0

OCTOBER 21, 2024

Buyers have become even better at screening out salespeople. When the Internet arrived, buyers’ need to speak to a salesperson to get basic information was eliminated. Buyers could go online and get all the information they needed. Buyers adapted to this onslaught of email with improved “defenses”.

Scale 195

Scale Social Media Outbound Referrals 195

Sales 2.0

SEPTEMBER 18, 2020

Our buyers are “frazzled” as Jill Konrath says. Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

DiscoverOrg Sales

SEPTEMBER 21, 2017

There’s something very sexy under the hood of DiscoverOrg, and it’s solving a quintessential outbound sales development problem: Knowing when to act. It’s another thing entirely to detect predictive signals from a prospect with whom you’ve never interacted … or didn’t even know existed. Maybe you weren’t actively prospecting to them.

Outbound 215

Outbound Hiring Account Campaigns 215

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. ZoomInfo ZoomInfos GTM Intelligence Platform equips modern sales teams with the data, insights, and automations needed to connect with ideal buyers faster and drive more predictable revenue.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

JULY 23, 2024

Is that prospect ghosting you, or are they just on vacation? We analyzed out-of-office (OOO) reply rates to outbound sales emails and explored seasonal trends — with some predictable spikes and a few surprises. But watch out for absent prospects as March draws close. After that, buyers settle in again.

Analysis 130

Analysis Trends Campaigns Outbound 130

Sales and Marketing Management

SEPTEMBER 7, 2020

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. How can you tell if any or all of these obsessions are waylaying your outbound operations? If you’re going to obsess over B2B outbound marketing strategies, try fixating on the right ones. How well do you know your buyers?

Outbound 177

Outbound Ideal Customer Profile Marketing Cold Calling 177

Hubspot Sales

JULY 15, 2024

LinkedIn officially surpassed one billion users last year — yes, you read that correctly — making it one of the most (if not the most) effective, versatile resources sellers have to connect with buyers. Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts. Pin down your ICP.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. B2B salespeople all look the same to our buyers. None of us stands out during prospecting. Problem is, buyers don’t actually buy software. The same is true for our buyers. Try this instead. That’s a fact. Can I Trust You?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

APRIL 6, 2017

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Spend more time with customers and less time prospecting. Get in before buyers know they have a need and set the standards by which others are evaluated. What does it take to guarantee referral prospecting success?

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

The Pipeline

SEPTEMBER 27, 2013

The reason it works is that there as many type of buyers as there are sellers. Study after study show that cold calling is only second to referrals in effectiveness for engaging with potential buyers. Factors such as timing, buyer’s current market view, and other inputs will determine what may work when, even with the same buyer.

Cold Calling 303

Cold Calling Outbound Referrals Lead Rank 303

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization. With a dataset of 4.2

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

DECEMBER 20, 2024

Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. Enhancing Customer Engagement : Email tracking and meeting management improves communication with prospects. Advanced Search Functionality : Pinpoint prospects with precision.

Scale 130

Scale SalesForce Analytics Hubspot 130

DiscoverOrg Sales

SEPTEMBER 26, 2017

Historically, we’ve been no exception (especially before we had datasets that covered our target buyers, sales and marketing departments). We’ll be pulling a subset of accounts out of this orchestration as an A/B test, so we can tell what impact ABE really has, compared to a traditional outbound prospecting method.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

MAY 30, 2018

But here’s the good news: In spite of your small size, you have access to resources and data on your target buyers that, just 5 years ago, could be found only in the rolodexes of the most experienced sales reps. With outbound? It’s not about outbound. Identify your most immediately viable target buyer. That’s frustrating.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

The Pipeline

AUGUST 10, 2021

But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. Bad as with any weapon it comes down to how and why.

Fashion 329

Fashion Campaigns Outbound Quota 329

No More Cold Calling

MAY 25, 2023

How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. None of us stands out to B2B buyers. But buyers don’t actually buy software. But buyers don’t actually buy software. One IT provider from another?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Zoominfo

FEBRUARY 5, 2024

But today’s outbound lead generation tactics are more than just dialing for dollars. Modern GTM teams build on a foundation of high-quality data, leveraging buyer intent data and other advanced signals to begin their outreach when prospects are ready to learn more. What is Outbound Lead Generation?

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

DiscoverOrg Sales

SEPTEMBER 12, 2017

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. 1: Buyers rate 2/3 of B2B salespeople as average or poor.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

DiscoverOrg Sales

JULY 11, 2017

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? Research goals of the B2B buyer study. From Steve W.

Study 206

Study Buyer B2B Vendor 206

Zoominfo

JANUARY 24, 2024

Sales teams can make up the difference using outbound sales techniques. But given the rise of inbound sales over the past decade, some reps may have less experience with outbound motions. What is Outbound Sales? By definition, reps working outbound processes need to work a little harder.

Ideal Customer Profile 130

Ideal Customer Profile Outbound Sales Qualified Lead Top of Funnel 130

The Pipeline

FEBRUARY 18, 2020

Just as a deadpan delivery will not engage or excite a buyer, competing with Bill Burr in front of prospects, will cost you sales. Much of it comes down to the buyer, if he or she is relaxed and social, you can accentuate things a bit. I find you can put a wild-assed proposition out there, laugh, and wait for the prospect.

ACT 335

ACT Face-to-face Buyer Compensation 335

SBI Growth

FEBRUARY 26, 2013

Discover how your potential customers are changing by conducting focused interviews: Download our Changing Buyer Interview Guide and discover your blind spots. They captured new leads using 97% outbound cold calling. These LDRs were well trained and capable of qualifying true prospects. Conduct prospect and customer interviews.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

Zoominfo

MARCH 12, 2025

. – Kris Rudeegraap, CEO and Co-founder, Sendoso Houston Rockets: 15,000 New Contacts & 100+ Warm Leads Challenge The Houston Rockets needed a way to quickly identify and engage new potential ticket buyers beyond their existing audience. Data enrichment to validate industry and revenue insights for prioritization. We are very happy.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

NOVEMBER 1, 2024

In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. This enables marketers to gain a deeper understanding of their target accounts and potential buyers.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

SBI Growth

DECEMBER 16, 2013

Content: What content will you need to engage your buyers? Prioritize the prospect universe by potential spend. The output is a prioritized universe of prospects by segment. It focuses marketing on customers & prospects with the highest potential to grow revenues. It pulls prospects along their buying journey.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

Bernadette McClelland

AUGUST 1, 2022

We all buy what matters to us personally -whether that be based on a successful afternoon at a perfect destination, your ego and image, a job promotion, a proven ROI or connection with someone else so we need to remember to find out what matters the most to our buyer and why that is the case. I’ll leave that up to you ??.

Margin 397

Margin Travel Outbound Sales Leadership 397

SBI Growth

OCTOBER 5, 2013

The buyer has changed. The new buyer is well informed, technology enabled, saturated with media, and suffering from information overload. The new buyer isn’t hanging out at trade shows. Your marketing budget has to reflect the new buying behavior of your customers and prospects. You need to know your buyer cold.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. They’ve already gone through the awareness stage of the buyer’s journey.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Hubspot Sales

MAY 26, 2023

That’s why mastering an outbound call is so important. Outbound calls are any call made by your business, while cold calls happen when sales representatives call prospects without knowing if they’re interested in your offerings. How to Make Effective Outbound Calls 1. Embrace training and team resources.

Outbound 122

Outbound Inbound Cold Calling Buyer Persona 122

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. There are many lead mining tools and platforms available today. ZoomInfo processes over 1.5

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Sales Hacker

SEPTEMBER 27, 2024

7 Tactics for Ecosystem-Led Outbound This drum is still beating, and we don’t anticipate that changing – outbound isn’t what it used to be. 63% of companies are facing significant challenges with outbound ( source ). 7 tactics to operationalize an ecosystem-led approach for outbound 1. Let’s get into it.

Outbound 114

Outbound Lead Rank Scale Intent Signal 114

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. After all, buyers are 70% through their buying process before you even find out about them, right? You MUST spend your day working to make contact with potential buyers.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Zoominfo

NOVEMBER 9, 2020

Tunnel Vision: The Sales Funnel in the Age of Buyer Empowerment Stages of a Sales Funnel: Two Perspectives Funneling Success: Using KPIs to Measure Effectiveness How Do I Create a Sales Funnel? The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. Today, every buyer is different.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

DiscoverOrg Sales

MAY 8, 2018

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name. Sales intelligence vs. lead lists.

Cold Calling 241

Cold Calling Prospecting Intent Data Intent 241

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). So, how do you intercept buyers in the early part of their journey? Demand Gen Report, 2016).

Intent Data 313

Intent Data Intent Data Lead Rank 313

DiscoverOrg Sales

SEPTEMBER 28, 2017

Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting. Ask the AEs to weed out poor prospects, and let them propose a few alternative names of their own.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

No More Cold Calling

JUNE 7, 2018

We all look the same to our buyers. Problem is, buyers don’t actually buy software. The trick is getting in front of your buyers before they even know they need you, helping them identify the pain points they didn’t know were hurting, gaining their trust, and building a relationship. None of us stands out. You have a choice.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276