Zoominfo

DECEMBER 10, 2020

From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything.

Energy 246

Energy Channels Motivation Face-to-face 246

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence. How to Use AI for Sales Follow-Ups 1.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

Sales Hacker Training

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. Whether it’s a live demo or a training session, people need to see best practices in action.

Sales Leadership 119

Sales Leadership Lead Rank Scale Marketing Qualified Lead 119

SBI Growth

OCTOBER 3, 2013

Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” Five Sales Metrics You''re Not Tracking. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Zoominfo

NOVEMBER 9, 2020

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels? Marketing Funnel vs. Sales Funnel Resources. What is a Sales Funnel?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Zoominfo

MARCH 8, 2021

Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). Afterward, they’re either disqualified or passed onto sales teams. Some things need to be as automated as possible for sales teams to make the best decisions when acting on MQLs and leads.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Scoring 246

Zoominfo

JANUARY 6, 2021

Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. Share the same goals and tools between sales and marketing teams. Integrate self-servicing into existing channels.

Trends 246

Trends CRM Top of Funnel Marketing 246

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. They don’t want to see your demo.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. A lead magnet can be anything from gated content like ebooks, whitepapers, e-newsletters or consultations, to free product trials, free tools, demos, or samples.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

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

Zoominfo

MARCH 4, 2021

On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Sales reps can also pinpoint specific obstacles and make improvements with a stage-focused sales strategy. Prospecting. Negotiation.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

SEPTEMBER 1, 2021

Lead response time can make or break your sale. Embed scheduling into your contact and demo forms. Integrating your calendar with your contact and demo forms lets your leads move the process forward themselves. Automate Lead Processing and Increase Sales Productivity with Data Enrichment. Need proof?

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Scoring Lead Rank 236

Hubspot Sales

APRIL 7, 2025

Im not sure theres any activity more closely associated with sales than cold calling. It can be the trial by fire that preps SDRs for a career in the field, the day-to-day responsibility that keeps reps diligent and engaged, and the basis for a ton of sales org's prospecting infrastructures. Do sales orgs still cold call?

Cold Calling 64

Cold Calling Hubspot Report Data 64

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. So, what does a typical cold call look like in sales?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

DiscoverOrg Sales

FEBRUARY 19, 2019

From assessing which channels perform the best, to evaluating existing tracking capabilities or implementing new attribution solutions, establishing key milestones ensures you are continuously providing value for your business. PRO TIP: A quick-win might be to create consistently across all lead-gen channels. This will 1.)

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

Zoominfo

JULY 23, 2020

Think of warm leads as the window shopping of sales. For example, maybe they: Opted in to receive a piece of gated content on your website Submitted a contact form requesting more information about a product or service Followed your company on various social media channels Signed up for an email newsletter Were referred by a friend.

Sales Qualified Lead 246

Sales Qualified Lead Lead Scoring Lead Rank Marketing Qualified Lead 246

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. Though email is an extremely effective communication channel that’s ever-evolving, it’s one of the most time-consuming. Set up behavior-based triggers that notify sales teams of prospect engagement.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Zoominfo

FEBRUARY 25, 2021

Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. Now, as people get comfortable with the idea of running a sales webinar, we’ll likely see a continued uptick in these sales presentations. How Do I Create a Sales Webinar? Define Your Offer.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. If timed and executed effectively, content can push your prospects through your sales funnel until they become a customer. Do the same with your sales team.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

Partners in Excellence

MARCH 5, 2025

My social channels are dominated by experts suggesting the GTM strategies. We define outreach programs, looking at content, channel, volume, velocity. We look at our pipeline activities, how many first meetings, how many demos, how many proposals, when are we going to close, what discounts are we providing.

Customer 97

Customer Analysis Retention Social Media 97

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Zoominfo

JANUARY 26, 2021

Long Sales Cycles: Enterprise companies are big, and they want to make sure they are getting best-in-class solutions. For that reason, they usually have longer sales cycles (6-18 months is typical), meaning you have to be on your game for an extended period of time in order to actually close the deal. Customize Your Demo And Solution.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

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. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SalesFuel

APRIL 28, 2025

Those wondering how to master sales communication must look beyond a basic checklist. Not sure how to master sales communication? By applying them to your sales practices, youll find that your communications are more effective. Consistency Sellers wondering how to master sales communication should also embrace consistency.

Hiring 52

Hiring How To Intent Channels 52

Highspot

FEBRUARY 20, 2025

The combination of Highspot AI with Slacks industry-leading collaboration tools helps sellers increase buyer engagement and sales team productivity to win more deals. Teams can now search, find, and share content more quickly and easily with colleagues and buyers through Slack channels and Canvases. Already a Highspot user?

SalesForce 52

SalesForce Channels Buyer Analytics 52

Allego

JANUARY 16, 2025

Managing a sales team is no small feat. From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. Heres a look at the key responsibilities every sales manager must know how to do. But the effort is worth it.

Sales Qualified Lead 62

Sales Qualified Lead Lead Scoring Lead Rank Strategy 62

Zoominfo

FEBRUARY 12, 2025

Build Awareness Through Pre-Event Campaigns: Start marketing early through multiple channels. Prepare Sales with Account Briefs for Onsite Meetings It used to take my team weeks to prepare account briefs. Now, my sales team walks into every meeting with the most up-to-date, relevant info without having to spend hours digging around.

B2B 130

B2B Marketing Strategy Lead Rank 130

DiscoverOrg Sales

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. 2: Clarify sales goals. Welcome to another Whiteboard Wednesday! What is a “qualified lead”?

Scale 168

Scale Inbound Sales Team Inbound Sales Qualified Lead 168

Zoominfo

JANUARY 20, 2021

Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Leads transform into customers by stepping through a carefully curated sales funnel.

Top of Funnel 162

Top of Funnel Funnel Sales Cycle ROI 162

Alice Heiman

APRIL 9, 2025

Watch below or on our YouTube channel About Guest Amanda Kahlow is a confident, brave, positive, passionate, and spiritual individual with an abundance of energy, love, empathy, and enthusiasm for life. Amanda is a serial entrepreneur. These Superhumans have a face, voice, and deep technical and product knowledge.

Company 62

Company Scale Sales Qualified Lead Face-to-face 62

Zoominfo

JULY 16, 2018

Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. Just consider these webinar lead generation statistics: 73% of B2B marketers and sales leaders say a webinar is the best way to generate high-quality leads ( source ). Yet, sales-ready leads don’t just pour in the second you decide to hold a webinar.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

Zoominfo

NOVEMBER 29, 2021

Get a Demo Performance Metrics by Channel Choosing B2B marketing KPIs for your team starts with analyzing your active campaigns. Let’s take a look at the primary channels to generate demand: email, paid social, content syndication, webinars and direct mail — and which KPIs you should track for each channel.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

MAY 1, 2023

Every marketing team looks to leverage advertising channels to their fullest. It’s crucial that you also measure key performance indicators (KPIs) that align with sales. In doing so, your team can make better decisions around which channels, tactics, and campaigns will deliver the right results.

Advertising 130

Advertising Advertising B2B Top of Funnel 130