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. Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. When B2B buyers need to solve a problem, they start researching online. Let’s break that down.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

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

No More Cold Calling

DECEMBER 29, 2020

As a result, 44 percent of corporate buyers switched B2B vendors in 2019, and 36 percent planned to do so in 2020, according to Accenture’s November 2019 report, Service Is the New Sales. That’s a cold outreach and is as offensive as a cold phone call, cold videos, or the plethora of cold emails your prospects receive every day.

Referrals 432

Referrals Customer Social Media Revelation 432

Understanding the Sales Force

JANUARY 9, 2025

My comments about timing will make much more sense when viewed in the context of urgency Now that you understand the importance of urgency alignment between buyers and sellers, let’s discuss timing alignment. If they view you as a trusted advisor rather than a vendor, the business could be yours.

Airlines 173

Airlines Decision Maker Call-back Vendor 173

The Pipeline

SEPTEMBER 25, 2017

When it comes to selling it is not a question of right or wrong, but ensuring the seller and buyer are talking about the same thing, otherwise we sellers, may be introducing unnecessary risk into our sales. Buyer may be uncertain about a number of things related to their purchase, which impacts the level of risk they perceive.

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Vendor Buyer Travel Objections 272

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. Talk to any software vendor, and they can’t wait to show you their cool software. One IT provider from another?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Zoominfo

AUGUST 7, 2018

In today’s blog post we explain why buyer personas are a critical—but often missing—element of your SEO strategy. What is a buyer persona? On a basic level, a buyer persona is essentially a fictional representation of the person who is most likely to buy from your company—your ideal customer. Let’s get into it!

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Buyer Persona Top of Funnel Buyer Strategy 196

Zoominfo

OCTOBER 28, 2020

Its primary purpose is to help companies identify prospects interested in specific topics related to their value propositions. . Many vendors claim to provide their intent data in “real time,” but let me let you in on a dirty little secret. With the acquisition of Clickagy, our differentiation here is real-time, on time.

Intent Data 208

Intent Data Buyer Intent Intent Data 208

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

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? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

The Pipeline

SEPTEMBER 18, 2018

Don’t take my word, here are some eye-opening insights from TrustRadius’ 2017 The B2B Buying Disconnect: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers. Silence Sucks.

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Vendor Discount Insurance Insurance 255

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

The Pipeline

SEPTEMBER 18, 2017

If you are the incumbent, the best way to avoid a client to change vendors, is to continuously introduce change in how your product helps the client achieve their objectives. Both require that you capture and maintain the buyer’s focus, and have them adopt the change you represent. Buyer Current State.

Vendor 250

Vendor Objections Buyer Influencer 250

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. Tools like AI sales coaching, just-in-time learning, and dynamic playbooks help reps respond to buyer needs at every journey stage. Now the focus is shifting back to account-based strategies.

Account Based Marketing 52

Account Based Marketing Top of Funnel Ideal Customer Profile Sales Enablement 52

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

Partners in Excellence

JANUARY 11, 2023

There’s a lot of excitement from sellers about the power of AI tools like ChatGPT, we can inflict infinite amounts of content on unsuspecting prospects. Think of the power available to buyers in leveraging these tools to help them think about their buying process. We are interested in the solutions from two different vendors.

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Buyer Vendor Face-to-face Buying Cycle 130

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. How do I really get to know my buyers if we can’t meet for coffee, a beer or a round of golf?”. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors.

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Sales Meeting Meeting Referrals Face-to-face 287

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. Here’s what to consider when you’re looking to bring on an ABM advertising vendor.

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Account Based Marketing Account Software Software 130

Zoominfo

SEPTEMBER 30, 2020

Today, we have things like automation, data, and buyer personas to fall back on. People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their company. And in order to achieve that, you need buyer personas.

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Sales and Marketing Management

AUGUST 20, 2018

Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. The sales team was jumping on these opportunities, firing back an answer to the prospect’s question – often within minutes – and then following up with a phone call. The prospects had gotten what they wanted.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Sales and Marketing Management

JANUARY 20, 2020

As startling as that statistic is, it’s not all that difficult to believe, what with buyers having ready access to digital content, their reliance on social media and the rise of e-commerce. You need to accept that digital content is an integral component of the buyer’s journey. What comes after prospects consume your content?

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Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

AUGUST 2, 2020

Data is a big investment – and as a buyer, you should never trust a data provider without first understanding where that information comes from. Fit data helps marketers score and segment prospects into personas suitable to be in your customer base. The vendor should be able (and willing) to provide specifics. Opportunity Data.

B2B 245

B2B Data Vendor Intent Data 245

Zoominfo

DECEMBER 15, 2020

Find More Selling Opportunities with Buyer Intent Data. Buyer intent data is digital information collected from the public-facing digital world, such as web page views, downloaded content, and webinar attendance. Our post, “What is Buyer Intent Data? Read more: What is Buyer Intent Data?

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

No More Cold Calling

JUNE 15, 2017

We were one of 12 vendors under active consideration. My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Finally, the buyers chose the existing vendor.

Account 257

Account Referrals Sales Qualified Lead Vendor 257

The Pipeline

JUNE 16, 2014

Over the last couple of weeks, I found myself as the prospect at two sales meetings I attended. And while you can still get the sale in the end, why make things hard on yourself and the buyer. Just as a times buyers lose interest in us, despite the fact that we did everything by the book. She kept using my name.

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Vendor Buyer Meeting Sales Meeting 314

Sales and Marketing Management

JANUARY 8, 2018

According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process. If timeliness is important to buyers, it should be important to sellers as well.

Sales Qualified Lead 257

Sales Qualified Lead B2B Leads Marketing Qualified Lead 257

Partners in Excellence

OCTOBER 27, 2021

” We have always thought of things in terms of a seller interaction directly with a buyer. ” But buyers are solving their buying problem differently from how sellers want to solve that problem. Sellers/marketers have been fascinated with the application and misapplication of technology to engage prospects and customers.

Buyer 142

Buyer Face-to-face Travel Cancellation 142

Zoominfo

FEBRUARY 12, 2021

B2B professionals are using social media in the same way that B2C consumers are using it: they’re doing research, educating themselves, and establishing relationships with vendors who can help them. B2B social selling is the process where salespeople use social media to connect with prospects. What is B2B Social Selling?

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Social Selling B2B Social Media Top of Funnel 263

The Pipeline

MARCH 26, 2019

It may be why it is hard for salespeople to adjust to being sufficiently valuable to buyers. It is ingrained in the way sellers view what they do and what the buyers do or want. There are many companies out there who make money doing ‘Post-mortems’ for B2B vendors, to better understand why the deal went sour. Why recycle?

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Fashion Exercises ACT Vendor 270

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Selling Essentials RapidLearning Center

MARCH 19, 2025

Lots of vendors say the same thing, and customers dont always care. Does it help buyers save time and paperwork? Lead to less negotiation among multiple vendors? For example, the prospect might say, We dont care about your complete product line. Unless youre the low-cost vendor, price isnt a problem you can solve.

Buyer 52

Buyer How To Vendor Video 52

Zoominfo

MAY 27, 2021

Selling points and promises aside, without fully understanding their prospects (i.e. the particular pain points of each prospect at different parts of the funnel), companies can amass all the data in the world without actually using it to its full potential. Because we got in front of interested buyers before our competitors could.

Intent Data 246

Intent Data Intent Data Top of Funnel 246