Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. For instance, reports reveal that up to 90 percent of direct mails get opened, while emails average 25 percent at best. But what is it that makes this marketing channel so great?

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Zoominfo

NOVEMBER 18, 2024

Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. Opensend Opensend identifies anonymous visitors for retargeting through channels like email and ads.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

Sales 2.0

JULY 28, 2020

We asked respondents how the sales process itself has been transformed by this experience, particularly with regard to sales channels. We asked our respondents which sales channel , prior to the crisis, had been their most effective. The rest reported improvement. Interested in learning more?

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Zoominfo

FEBRUARY 18, 2025

By centralizing call data, sales teams gain insights into call effectiveness, prospect engagement, and overall campaign success. Analytics & Reporting: Opt for software with robust insights to track performance and improve sales tactics. Scalability: Choose a platform that grows with your business needs. Learn More about Close 3.

Outbound 130

Outbound Software Software Buyer Intent 130

Sales Hacker

NOVEMBER 15, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. HG Insights has been writing market reports for years as the pioneer of tech adoption and market insights and is trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency.

Outsourcing Services 112

Outsourcing Services Scale Cold Calling Hiring 112

Zoominfo

DECEMBER 20, 2024

ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster. ZoomInfo empowers businesses to refine their prospecting efforts by integrating Salesforce data directly into its platform.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

DECEMBER 20, 2024

Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. Enhancing Customer Engagement : Email tracking and meeting management improves communication with prospects. Advanced Search Functionality : Pinpoint prospects with precision.

Scale 130

Scale SalesForce Analytics Hubspot 130

Zoominfo

JULY 14, 2023

But they can also face a winding path to purchase , sprawling buying committees, and a dizzying number of channels vying for their attention. Often, there is a salesperson or account management team involved in facilitating the sale, and the buying committee at the prospect company is making decisions on behalf of the business.

Paid Content 130

Paid Content Report B2B Top of Funnel 130

DiscoverOrg Sales

DECEMBER 4, 2017

Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. 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. Download the Full Report.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

Survey 246

Survey Top of Funnel Scale Fashion 246

Sales and Marketing Management

MAY 28, 2020

This approach helps in turning profitable prospects into long-term, lucrative clients. Also, the CPM or cost per impression of digital campaigns coupled with stringent global compliance laws and email regulations has made targeted marketing solutions an irresistible avenue to reach prospects. Utilize Intent Data. This is a no-brainer.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Targets Demand Generation B2B 271

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 119

Social Selling Channels Social Media ROI 119

Zoominfo

DECEMBER 6, 2024

Reporting on impressions, clicks, media spend, and pipeline. Automation of cross-channel marketing tasks. The platform allows businesses to segment, target, and activate accounts across multiple channels. Leadspace identifies high-potential prospects and delivers actionable intelligence to sales and marketing teams.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

JANUARY 23, 2019

If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your prospect lists. Instead, modern sales professionals find success by creating and reaching out to hyper-targeted lists made up of only the most qualified prospects. Let’s get into it! Step One: Understand Your Offering.

Prospecting 182

Prospecting Ideal Customer Profile Hiring How To 182

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Sales and Marketing Management

MARCH 11, 2019

The more marketing can deliver information that prospective clients actually want and need for making purchase decisions, the better the sales team’s close rate will be — and the better customers’ lifetime values will be. Once the data is prioritized, plan out how to collect, report, and apply the collected data. How to Bridge the Gap.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Hubspot Sales

SEPTEMBER 12, 2024

While the pandemic normalized remote work, I still find in-person meetings at conferences and tradeshows crucial to building real relationships with your prospects and gaining their trust. Ninety-five percent use the software to some degree, 78% use it regularly, and only 5% don’t use it at all. My suggestion?

Hubspot 116

Hubspot B2B Buyer Data 116

Zoominfo

MARCH 21, 2025

Analytics & Reporting : How deep are the insights into performance trends and behaviors? The platform serves as a centralized workspace for sales teams to organize activities, interact with prospects, and follow structured workflows. Ease of Use : Is the interface intuitive for both managers and reps?

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Zoominfo

APRIL 30, 2021

One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. Everyone in my world is doing virtual now — there’s little alternative,” says Shannon McCallion, director of field and channel marketing at Pcysys, a cybersecurity firm.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Zoominfo

NOVEMBER 20, 2018

This multitouch buying experience poses a difficult question for marketers: Which channels actually contribute to an eventual conversion—and how much did each channel contribute? Attribution models don’t just give marketers credit for the sake of credit—they also help assess the effectiveness of various campaigns and channels.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. How to Get Prospects to Call You Back. I see you.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SalesFuel

MARCH 19, 2025

As AI increasingly crafts communications, sellers must ensure their sales prospecting stands out from the rest. As Kipp Bodnar and Kieran Flanagan point out , AI is turning sales prospecting into a commodity. Sellers must focus on personalized outreach that cuts through the noise and connects with prospects. Are they consistent?

Top of Funnel 52

Top of Funnel Prospecting Hiring Ideal Customer Profile 52

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

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

Vengreso

NOVEMBER 19, 2024

This past year, organizations utilizing AI tools for sales report an uptick in business leads and appointments by around 50%. The advantages of AI-driven sales tools are manifold: Efficiency Boost: Automate tasks such as data entry , scheduling, and follow-ups, freeing up sales reps to engage with prospects.

Software 115

Software Software Scale Sales Qualified Lead 115

Sales 2.0

MARCH 6, 2021

Respondents who reallocated 50% or more of their original trade show budget were 17X as likely to report positive revenue outcomes compared with those who reallocated 49% or less. Successful Firms Diversified Their Channels. CrewHu started by recreating their best channel, trade shows, virtually. Here is what we found.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

Zoominfo

JULY 27, 2023

Creating specific and measurable goals for both sales and marketing teams can greatly improve reporting and the overall efficiency of your strategy. 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

No More Cold Calling

JANUARY 24, 2019

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). Prospecting is either HOT or cold … period. What Is Cold Calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

NOVEMBER 1, 2018

Why is social media the perfect channel for demand generation? Not only does social listening improve your content strategy, but it can also signal to your sales team which prospects are most likely to buy. Social sellers realize a 66% greater quota attainment than those using traditional prospecting techniques ( source ).

Demand Generation Agencies 204

Demand Generation Agencies Demand Generation Targets Demand Generation Social Media 204

No More Cold Calling

APRIL 13, 2017

Is it time to change the way you’re prospecting? Prospecting strategies that once worked don’t work anymore, and cold calling —which never worked so great in the first place—is now a complete waste of time. “Do this spreadsheet report this way.” I don’t love seeing a table of millennials glued to their phones.

Lead Generation 268

Lead Generation Lead Rank Lead Scoring Marketing Qualified Lead 268

Sales and Marketing Management

SEPTEMBER 28, 2020

It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. The B2B Future Shopper report surveyed over 200 B2B professionals and found many businesses have shifted away from sales representatives in favor of eCommerce. No one has a precise timeline for a recovery.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales and Marketing Management

JANUARY 8, 2018

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. 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.

Sales Qualified Lead 257

Sales Qualified Lead B2B Marketing Qualified Lead Leads 257

DiscoverOrg Sales

MAY 23, 2018

Kill lead generation channels that don’t convert. To maximize results prospects should both 1.) Set up Marketing SLA Reporting. Set up Sales SLA Reporting. 4: Kill lead channels with low conversion. Agreement on what a “qualified lead” is. Hyper-focus on marketing-qualified leads. Retarget cold, dead leads.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

Zoominfo

MARCH 4, 2018

Consider these statistics ( source ): In a study of 650 multi-channel marketing campaigns, personalized campaigns consistently and overwhelmingly beat out static campaigns in generating a high response rate from recipients. 72% of respondents reported that generic marketing messages turned them off from a company. Don’t believe us?

Marketing 194

Marketing Scale Segment Channels 194

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