DiscoverOrg Sales

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Today, we do the same for sales reps. 1. Jeb Blount (Sales Gravy).

Channels 187

Channels Face-to-face Video Hubspot 187

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. . How can you avoid wasting both your and your prospects’ time and taking the risk of being permanently shut out? . Is the information you’re hearing consistent with what you already know about your prospect?

Prospecting 185

Prospecting Decision Maker How To Social Media 185

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Suddenly it became almost impossible. Unless … Breaking News. Problem solved.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

SBI Growth

NOVEMBER 29, 2012

In marketing, a Persona Ecosystem is the environment of interactions that a prospect lives within. The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. Insight into the sources influencing the prospect.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

No More Cold Calling

JANUARY 24, 2019

My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. What Is Cold Calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

MARCH 4, 2021

Prospecting. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. or “Who are your company’s decision makers?”). It’s when prospects should be convinced that your product or service will resolve their challenges.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

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 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

Pointclear

JANUARY 9, 2014

And, it’s irritating to your prospects. And today, that consistency needs to reach across channels. Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. Au contraire – B2B companies often struggle more than B2C to create a personal brand that prospects can connect with and trust.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

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

SBI Growth

NOVEMBER 10, 2013

They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Interview prospects, customers and lost/no decision opportunities. Ask the reps to provide prospects and customers to interview. A decision maker buys for different reasons than am influencer.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. 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. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

SBI Growth

JULY 22, 2013

Establish a fun atmosphere with good feedback channels. Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer). Play a game or have a contest.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

DiscoverOrg Sales

DECEMBER 4, 2017

This is in spite of the fact that most of it is created for sales and channel enablement purposes. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Another important aspect of making your enablement strategy more focused and simple involves streamlining your sales content.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

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. It will remind your prospects that you exist and provide benefits to clients. Referrals Generated.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

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. Prospects really respond to that!

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

No More Cold Calling

SEPTEMBER 22, 2016

We’ve all made this prospecting mistake: The customer told us her challenges. We jumped ahead to the easy part of prospecting—offering solutions—and didn’t take time to demonstrate the impact our solutions could make on the client’s business. The Problem with Your Prospecting. How does that affect your distribution channel?

Prospecting 120

Prospecting Decision Maker Face-to-face Cold Calling 120

Zoominfo

JANUARY 26, 2021

Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. Complex Sales Are…Complex: Enterprise companies usually come with many stakeholders and therefore many decision makers that may have conflicting pain points. What Is Enterprise Lead Generation?

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. 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. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Sales and Marketing Management

DECEMBER 22, 2019

Sellers need to gather in-depth information about prospects and customers. 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? Competitors? Customers they serve? What are the personas and demographics?

Decision Maker 240

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

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. That’s still true, but cold calling has evolved as sales channels have evolved.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

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. The goal is to target the right prospects, as well as bring them along the buyer’s journey. Demand generation is programmatic.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Hubspot Sales

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. In fact, 82% of B2B decision-makers think sales reps are unprepared. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions. Share success stories.

Prospecting 135

Prospecting Decision Maker Hubspot Ideal Customer Profile 135

Understanding the Sales Force

FEBRUARY 15, 2024

When I was growing up in the 1960’s, I watched meteorologist Don Kent give his weather forecasts on WBZ channel 4 in Boston. It harkened me back to the good old days before the incredible weather technology we have now. When I say pre-technology, I’m not talking about pre-Doppler radar and computer models. What if…?

Forecasting 218

Forecasting Sales Forecasts Decision Maker Call-back 218

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With so much money – and excitement – on the line, how do you connect with new prospects? Track referrals.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Zoominfo

FEBRUARY 19, 2018

62% of employees at large companies agreed that social selling enables them to build stronger, more authentic relationships with customers and prospects ( source ). Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). of non-social sellers ( source ).

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Zoominfo

JUNE 26, 2020

An ideal ICP quickly identifies a quality prospect based on what is feasible for a seller. 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. Acquiring Quality Data.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales Evangelist

JANUARY 22, 2021

It’s not uncommon to have unresponsive prospects. In situations such as that, what are the best sales strategy for engaging unresponsive prospects? Engaging unresponsive prospects Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him.

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Crunchbase

APRIL 22, 2020

Before reaching out to a prospect or customer, be sure you have an understanding of how COVID-19 may be impacting their business. . For salespeople, knowing about the potential impact of COVID-19 on a prospect’s business is only the first step. Invest In Personalization . It’s a small world, afterall.

Prospecting 124

Prospecting Customer How To Decision Maker 124

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.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Hubspot Sales

JULY 23, 2018

LinkedIn Prospecting Tips. Reach Out to Prospects in New Roles. See Who’s Commented On Your Prospects’ Posts. They keep their profiles in tip-top shape, look up their prospects' profiles before calling or emailing, and keep close tabs on what potential customers post in groups. How to Use LinkedIn for Sales Prospecting.

LinkedIn 145

LinkedIn Prospecting Hiring Ideal Customer Profile 145

Sales Gravy

SEPTEMBER 1, 2023

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Sales Qualified Lead 92

Sales Qualified Lead Decision Maker Prospecting Strategy 92

DiscoverOrg Sales

FEBRUARY 6, 2019

The org chart shows who your prospect is within an organization, and which other stakeholders you should include in your outreach. For outbound prospecting, to find multiple points of entry. Include decision-makers in email for better response rates. Find the decision-makers that affect your sale.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. And so we were trained to find direct dial numbers for every prospect on our call list. Empower the Sales Team to Target Higher-Level Decision Makers. You definitely wanna have the direct-dial phone number!” But don’t leave just yet!

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166