Zoominfo

DECEMBER 13, 2018

Not too long ago, we compiled a list of top-notch YouTube channels for HR and recruitment professionals. Now, on to the ultimate guide to the YouTube channels producing the best sales content today! On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. Go check it out!

Channels 187

Channels Face-to-face Video Hubspot 187

Understanding the Sales Force

SEPTEMBER 18, 2023

One major key to success in sales is a salesperson’s ability to reach decision makers. Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker. Objective Management Group (OMG) has assessed nearly 2.4

Decision Maker 201

Decision Maker Insurance Insurance Call-back 201

Sales 2.0

OCTOBER 25, 2021

as this channel has become saturated. Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. Smarter approaches to prospecting are needed. Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.)

Territories 396

Territories Compensation Scale Decision Maker 396

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

JULY 27, 2023

You might start creating ABM campaigns with simple personalization, such as using the contact’s first name across channels or sending new content that specifically speaks to a challenge they’re facing. Decide which channels to prioritize and how you will track the effectiveness of those campaigns.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Sales Gravy

MARCH 2, 2025

Email Prospecting Has Suddenly Stop Working Instead they keep prospects and customers at arms length through asynchronous communication channels like email - especially when prospecting. But heres the cold, hard truth: Email as a prospecting channel has suddenly stopped working. yet theyre getting only a tenth of the response.

Scale 93

Scale Churn Face-to-face Channels 93

Zoominfo

DECEMBER 20, 2024

ZoomInfos data and AI capabilities transform a wealth of information into actionable insights, enabling sales teams to target decision-makers and prioritize prospects showing strong buying intent. ZoomInfo provides unparalleled data coverage and precision paired with advanced AI, machine learning, and real-time verification features.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you speaking to decision makers or gatekeepers or influencers?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

SBI Growth

NOVEMBER 21, 2013

They create their own opportunities by using unclogged channels such as LinkedIn. They maximize opportunities by getting warm introductions with key decision makers, inside target accounts. Control their own destiny- Great teams understand they can no longer depend on other departments for success.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels. And what are one of the most difficult methods of lead generation?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Cincom Smart Selling

MARCH 6, 2025

The contemporary competitive market poses a formidable challenge to maintain profitability across multiple sales channels. Understanding the Pricing Complexities in Multi-Channel Sales In the hyper-connected marketplace, businesses sell through multiple channelsdirect sales teams, resellers, e-commerce platforms, and distributors.

Margin 48

Margin Channels Maximizer Lead Rank 48

No More Cold Calling

JANUARY 24, 2019

Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling. Decision-makers don’t take cold calls, respond to cold emails, or have sales conversations with strangers on social media.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

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

Zoominfo

FEBRUARY 12, 2025

Fast forward to today, and though events have regained their status as a cornerstone of B2B marketing , many key decision-makers are being extremely selective about where to spend their time and resources. Use ZoomInfo to identify which companies and decision-makers are attending.

B2B 130

B2B Marketing Strategy Lead Scoring 130

Zoominfo

JANUARY 26, 2021

Complex Sales Are…Complex: Enterprise companies usually come with many stakeholders and therefore many decision makers that may have conflicting pain points. With predictive analytics and intent signals, marketers can deliver ads through IP addresses, directly to stakeholders and decision makers.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

SBI Growth

NOVEMBER 29, 2012

The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. Most complex decisions are made in a group decision. This should also include partners and resellers if you sell through channel.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

SBI Growth

AUGUST 16, 2013

They answer the buyer’s questions through a multiple channel approach. Still focused on reaching a decision maker and handling objections. Top tier sellers are doing more selling without talking about their product or solution. They use content, social, peers, and use cases to influence buyers. Must close the deal.

Customer 328

Customer B2C Decision Maker Inside Sales 328

Zoominfo

MARCH 4, 2021

or “Who are your company’s decision makers?”). More than half (56%) of B2B buyers have four or more people involved in a purchase decision, while 21% have seven or more — so you’ll have to convince more than one person. Offer a demo to every decision maker. Expand content and the channels they exist in.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

SBI Growth

OCTOBER 3, 2013

Offer to help connect a buyer with a channel partner. The Edelman Trust Barometer has done extensive research on B2B decision making. They found 84% of B2B decision makers begin the buying process with a referral. When buyers are looking for help online, is your team there for the assist? Referrals Generated.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

JULY 22, 2013

Establish a fun atmosphere with good feedback channels. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer). Play a game or have a contest. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

No More Cold Calling

FEBRUARY 24, 2021

Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. Seller Access: New Buzzword, Old Problem. Problem solved.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

SBI Growth

NOVEMBER 10, 2013

A decision maker buys for different reasons than am influencer. Here are some best practices when developing Social Listening: Cast a wide net – Listen to Company, Competitor, Channel, Contact, and Market. By getting in early, the rep can bring value immediately and influence the buying process. This results in more deals won.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

DiscoverOrg Sales

JANUARY 10, 2018

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. The higher up in the org chart someone is, the closer they are to a decision maker. See a step-by-step summary below.).

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

DECEMBER 4, 2017

This is in spite of the fact that most of it is created for sales and channel enablement purposes. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops. As much as 80% of marketing content goes unused by salespeople.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. When your prospect is a decision-maker. It’s hard to get decision-makers, department heads, and people of influence —the people you really want to reach—on the phone.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling.

Trends 156

Trends B2B Decision Maker Transportation 156

Zoominfo

JANUARY 23, 2021

Yet, it’s also a challenging task for many salespeople — from hunting down contact information to getting a decision-maker on the phone. The key to a great sale is to identify your decision makers – learn how data can help. Prospecting is an early and critical stage in the sales process.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

FEBRUARY 19, 2018

Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). Messages reach 561% further when shared by employees vs. same messages shared via official corporate social channels ( source ). 75% of B2B buyers consult social media when making purchasing decisions ( source ).

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Sales and Marketing Management

JUNE 29, 2020

from all of your sales channels. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. Read the full report , “How B2B decision makers are responding to the coronavirus crisis.”.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Sales and Marketing Management

DECEMBER 22, 2019

Hit up social channels, read their 10-Ks, and keep up with industry press to know what’s going on right now: What are prospects’ recent struggles? Think of it as a seamless hand-off between a person in the seller’s network and a decision maker at a company. Competitors? Customers they serve?

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Sales and Marketing Management

JULY 27, 2018

You rely on the information you get through these channels, but you also know they are fraught with uncertainty. . Unless your source is talking directly to decision-makers at the company, you’re still risking wasting your and your company’s time on prospecting that may not pan out. How did your source get their information?

Prospecting 185

Prospecting Decision Maker How To Social Media 185

SalesFuel

DECEMBER 20, 2024

Your clients need to understand what motivates their target audiences to make a decision. With the B2B BuyerSCAN data from AdMall , you can show clients which media formats drive purchases from B2B decision-makers. Social media continues to be a dominant channel for B2B marketers. Image by Cottonbro Studio on Pexels.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

Hubspot Sales

SEPTEMBER 30, 2024

Practicality and cost-efficiency are key—bearing in mind that maintaining a strong presence across multiple channels demands resources. You need to grasp their pain points, budget, deadlines, and who the decision-makers are. I've learned that starting small but focused, then expanding strategically, yields the best results.”

Social Selling 108

Social Selling Social Media Media Networking 108

DiscoverOrg Sales

JANUARY 22, 2018

With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards. Your former sales teams used our data to get ahold of the decision makers in their target accounts. Here’s one for CNA Financial (link). He replied the very same day.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Distribution: It is critical to determine which distribution channels are the best way to reach your target audience. Demand generation is programmatic.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

JUNE 26, 2020

As part of your go-to-market strategy, an outlined process lays out exactly how a product should be sold, where customers can purchase, and which channels to utilize. Organize Lead Sources and Channels. Depending on industry, company size, and solution type, certain channels could work better than others for lead gen.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

Zoominfo

JUNE 27, 2018

22% of marketers say influencer marketing is their most cost-effective channel ( source ). 74% of people trust social networks to guide them to purchase decisions ( source ). 49% of people say they rely on recommendations from influencers when making purchase decisions ( source ). On average, businesses generate $6.50

Influencer 202

Influencer Marketing Social Media Scale 202