No More Cold Calling

JUNE 29, 2023

The irony is that every company has an under-utilized, higher-value revenue stream that can generate significant qualified opportunities in both good times and bad. Your most neglected sales channel is your existing client base. Everyone agrees that referrals are the best source of new business. But almost no one does. What a waste!

Referrals 177

Referrals Channels Cold Calling Scale 177

Zoominfo

FEBRUARY 2, 2021

But how do you know when your B2B customer is indicating sales-readiness for cross-selling opportunities? Timing is important when making the most of a cross-selling opportunity. When you combine this with research which shows that the probability of selling to a new prospect is 5-20%, compared to 60-70% for an existing customer.

Opportunity 162

Opportunity Scale Top of Funnel Lead Rank 162

SBI Growth

NOVEMBER 18, 2019

You are already doing Market Segmentation, which is a great start, but how do you rank accounts within your segments to find the best opportunities? Arriving at a list of target accounts is a multi-step process based on ideal fit,

Intent Signal 259

Intent Signal Intent Resources Segment 259

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. After 12 days XANT found that it is optimal to take a break for four to five days then start another sequence of eight attempts to reach your prospect.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. Or possibly our problems are that too many sales people just don’t want to prospect?

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Pipeline 166

The Pipeline

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward. If you and your prospects can shift time in your favor, you’ll both have an advantage over your competitors.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Sales and Marketing Management

MAY 28, 2020

This approach helps in turning profitable prospects into long-term, lucrative clients. By carrying out a feasible demand generation plan, you’ll not just scout new opportunities but also create them, from marketing and sales alignment to data-driven growth for businesses. Utilize Intent Data. Offer Exceptional UX On Your Website.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Demand Generation Targets B2B 271

Zoominfo

JANUARY 13, 2025

Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions. Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Heres how AI can help: 1.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 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. With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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

FEBRUARY 12, 2021

Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. B2B social selling is the process where salespeople use social media to connect with prospects. What is B2B Social Selling?

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Zoominfo

SEPTEMBER 30, 2020

Analyze Prospect And Customer Data. This way, you have a well-rounded understanding of who your actual prospects and customers are. Imagine being able to prospect whenever, wherever. With ZoomInfo's new Mobile App, you have fresh, updated information on your key opportunities in your back pocket. Check it out!

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Hubspot Sales

OCTOBER 5, 2023

In this post, we’ll discuss the best social selling channels to use according to our recent data and the best features these channels have to offer. Best Social Selling Channels 1. And B2C salespeople report discovering new prospects most effectively through Facebook.

Social Selling 115

Social Selling Channels Social Media ROI 115

Zoominfo

FEBRUARY 25, 2021

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. A lead is defined as any prospect who indicates interest in a company’s product or service. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. With these insights, you get a full 360 view of current, prospecting, and available customers. Integrate self-servicing into existing channels. Embrace social CRMs with your social media channels.

Trends 246

Trends CRM Top of Funnel Marketing 246

DiscoverOrg Sales

SEPTEMBER 26, 2017

This is a great opportunity to finetune DiscoverOrg’s own ABE approach as we target new accounts we haven’t gone after before. Subscribe to our YouTube channel. Recently, we brought a new HR dataset to market. So, how are we approaching this account-based everything plan? We’re using a simple framework.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Nutshell

AUGUST 20, 2024

Prospecting is an essential part of the sales process, but if you want to strike gold, you need to have a well-thought-out strategy in place. In this guide to sales prospecting, you’ll get everything you need to know. Table of Contents What is sales prospecting? Table of Contents What is sales prospecting?

Ideal Customer Profile 127

Ideal Customer Profile Benefit Prospecting Sales Qualified Lead 127

Zoominfo

JULY 27, 2023

If sales and marketing haven’t worked closely together in the past, then the crawl phase is a great opportunity to build more structural alignment. Take this opportunity to test consistent messaging and branding across channels, such as email campaigns, sales talk tracks, search ads, and social media content.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Zoominfo

JUNE 13, 2018

Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social sellers generate 38% more new opportunities than traditional sellers. 90% of top salespeople use social selling tools. Keep reading! Click to Tweet! Click to Tweet!

Social Selling 244

Social Selling Social Media Channels Media 244

Sales and Marketing Management

MARCH 11, 2019

The marketing team created leads and engagement opportunities, while the sales team built relationships and set up accounts. Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Sales and Marketing Management

SEPTEMBER 28, 2020

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. There are many challenges ahead, but there is an opportunity to emerge from the crisis stronger than before. Assertive businesses have taken the lead and have handled the crisis with resilience.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

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

JULY 4, 2018

Social sellers generate 38% more new opportunities than traditional sellers. 62% of employees at large companies say social selling enables them to build stronger, more authentic relationships with customers and prospects. When you first connect with a prospect on social media, introduce yourself and the company you represent.

Social Selling 233

Social Selling Social Media Ideal Customer Profile Media 233

Steven Rosen

MAY 1, 2024

He looks for candidates with a proven track record of success in B2B sales, particularly those with experience in cold calling and prospecting. He understands that prospecting takes confidence, persistence, and the ability to handle rejection, making it a key indicator of a candidate’s potential success.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

Sales 2.0

SEPTEMBER 8, 2018

The key area to track in my view is prospecting. When I look at most company’s prospecting numbers a big red light starts flashing in my head with words “bottleneck” written on it. Improving your prospecting numbers is very likely to directly boost your sales. If you want prospecting to improve, you need to measure it.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

Sales and Marketing Management

DECEMBER 22, 2019

This savvy also allows sellers to engage around the entire sales cycle and open up opportunities throughout. 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?

Decision Maker 240

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

DiscoverOrg Sales

MAY 23, 2018

Kill lead generation channels that don’t convert. To maximize results prospects should both 1.) 4: Kill lead channels with low conversion. Because often Marketing KPIs are centered around volume of leads revolve around views and clicks, a channel that delivers a lot of leads is usually a good thing. Tag-team at events.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

The Pipeline

NOVEMBER 26, 2018

Truer words were never said, right, but that does not stop the tears for those who live it every day and struggle to engage with enough opportunities to drive their pipeline and results. Yes, it is all uphill, I am no fool, but I cannot go any lower with this prospect, and let’s assume that they are the one, the DM. By Tibor Shanto.

Buyer 227

Buyer Direct Mail Ideal Customer Profile Face-to-face 227

Zoominfo

JUNE 28, 2021

Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. It is a marketing channel that enables two-way communication between buyers and sellers to provide critical buying information that accelerates their path to purchase. What is conversational marketing?

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Zoominfo

SEPTEMBER 9, 2020

There are simple, yet critical questions that every lead acquisition program needs to have answered up front before prospecting commences: Who stands to benefit from your solution? There are two distinguishing factors that help separate the universes: Common pain points: How can your solution resolve issues and challenges your prospects face?

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Copilot’s insights are fueled by first-party customer and prospect data, ZoomInfo’s unparalleled business data, and the industry’s most extensive collection of buying signals.

Software 211

Software Software Tools Hubspot 211

Zoominfo

SEPTEMBER 23, 2020

Integrative, Effective Digital Tools: When it comes to your GTM strategy, and any kind of product launch, you need integrative automation tools to help execute and measure results across the channels that matter most. . Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We Re-evaluate Channels .

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

The Pipeline

OCTOBER 30, 2018

I mentioned in the earlier piece that a learning and development specialist shared at a conference that up to 76% of learning workers apply to their vocation/professions, comes from outside the formal process and channels provided by their companies. Must suck being in the L&D game, almost too empowering if you are a willing salesperson.

Conference 242

Conference Up-Sell Channels Study 242

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207